“On a scale of one to ten, I’m probably a seven.”

“There’s lots of ways I can help out,” Ginny says. “We can set up a debut. My sister-in-law sold $110 in one night with two people.”

“I would probably need to go home and talk with my husband. A hundred dollars isn’t a lot, but if I go home and say, ‘Hey, guess what?’…”

Ginny reminds her that the starter kit comes with enough product to help 30 women. “It’s $400 worth of product for only $100.”

Ginny shows Stephanie a product book and explains that, in addition to the starter kit, she would have to order at least $200 of skin care each quarter to remain “active” in the company and be eligible for commissions and prizes. She could then sell the product for twice what she paid for it.

“Even if you’re doing it for the money, you want to focus on getting product on their faces,” Ginny says. “That’s when the sales come, when they can tell you’re having fun.”

Stephanie walks to the door a few minutes later, promising to talk it over with her husband.

“I’ll call you Sunday afternoon,” Ginny tells Stephanie as she leaves. “It’s the perfect job, especially if you have kids.”

Ginny and other Mary Kay beauty consultants sell products in five ways. The first takes place face to face – or what the company calls On the Face. Mary Kay consultants host skin care classes and perform facials, giving women the chance to try products before they buy.

For women who don’t have time to visit a two-hour class, Mary Kay uses a strategy called On the Go. During a 15-minute appointment that takes place anywhere from the office lunch room to a child’s sports event, the consultant shows products she thinks will tempt the customer into buying on the spot. This season, tempting products include Chill-Its eyeshadows and Shine-Its fruit-scented lip glosses.

Keeping customers mindful of Mary Kay is important in the selling process, and that’s why the company mails catalogs about its new and best-selling products. The company stamps each catalog with a personal message from the customer’s beauty consultant. Customers may then order from their consultants On Paper. Each consultant also has her own Web site, which allows customers to order products or learn about the Mary Kay business opportunity Online 24 hours a day.

On With the Show is the most creative of the selling techniques. During a Mary Kay party, consultants present products in a fun atmosphere for their customers. Party themes include Spa Night, Tootsie Footsie and Trunk Show.

On a warm evening before her first Trunk Show, Ginny waits outside a house in Springfield for her guests to arrive. She wears Mary Kay makeup, including Crystalline and Cinnabar eyeshadows, Pink Shimmer lipstick, Pink Pout lip gloss, and Nutmeg blush. She paid close attention during her Sales Director’s recent Spa Night, and she feels confident enough to run the Trunk Show without notes.

She has full-size testers of several of the products in her car, along with tables and recruiting materials, but her guests are late for the 8 p.m. party. She knows they haven’t forgotten; she checked in with them last night.

A few minutes later, Ginny is relieved to see Stephanie drive up with her baby. Although Stephanie couldn’t join Mary Kay because she and her family may move to Mexico soon, she is still interested in attending the party. Ginny lugs tables and boxes inside the house and arranges colorful lip glosses, nail polishes, creams and perfumes on the tables.