SUCCESSFUL BRANDING Techniques for the MODERN "AVON LADY"
In the past Avon operated on territory selling so each Representative had a set neighborhood or territory that was assigned to them to work and sell. This made it possible for every household in America to have an Avon Representative. They all knew who their Avon Representative was and they all purchased from her loyally.
When territories were lifted the effects were widespread… The positive impact was that it allowed Representatives to sell to friends and family members across the country. The negative impact was that all of a sudden we had entire neighborhoods that did not have an Avon Representative. Right now approximately 9% of the female population is purchasing Avon products; however, 60% of the female population has stated that they would purchase Avon products if they had a Representative.
That is staggering statistics!!
So what can you do?
“Brand” yourself and Avon into your own neighborhood so everyone recognizes you, your car and your customer service every campaign.
So, let’s get started….
BRAND Your NEIGHBORHOOD
Choose 60 homes in your immediate neighborhood as long as it does not have another Avon Representative actively working it already (in other words, leaving brochures every campaign, following up with everyone, every campaign, etc.). You can make those 60 homes 3 streets with 20 homes on each street or 2 streets with 30 homes on each street, etc.
1. Customer Follow Up List (can be obtained by clicking on the “Training” tab at youravon.com, click on “Beauty of Knowledge”, click on “Tools and Resources” and scroll down the list to “Customer Follow Up List” and print off enough pages for your 60 homes. Number each column under “Campaigns” with the next 13 campaign #s.
2. Take your Customer Follow Up List, title the first page with the name of the street and odd or even numbers, and go down the street and write down the house numbers on one side of the street on each line of the List. Then do the same thing with the other side of the street. (see Sample Customer Follow Up List).
3. Fill in any information that you already know about that particular house number, such as neighbor’s name, phone #, email address, etc.
4. When finished, you should have all 60 house numbers, from your chosen neighborhood, listed on your Customer Follow Up Lists.
PREPARATION FOR CANVASSING
Items Needed:
60 Brochures with contact information and book expiration date clearly marked on back
60 Double Sided Raffle Tickets to affix to the front of each brochure (leave the side with the name, address and phone # loose)
Introductory Letter of your own or Home Sweet Home letter with contact information on letter
60 Samples
60 What’s New Bags
Basket with Handle
Pack the What’s New Bag with the Brochure with affixed raffle ticket, letter, and sample
Load your basket with the What’s New Bags, note paper and pens, demonstration products, and maybe some “cash and carry’” items along with your Customer Follow Up Lists, Customer Order Book, and Calculator.
Get Ready, Get Set..….Now Go Beautify Yourself!
Customers will purchase products more readily when given the opportunity to meet a sales person face-to-face to establish credibility and confidence. So look the part –
Beautify Yourself – Be Proud Out Loud…
Wear Avon Make-up
Wear Avon Jewelry & Accessories
Dress casually and comfortably but please, dress appropriately
Nice clean shirts, pants or skirts, comfortable shoes, etc.
Please no short shorts, sweats or dirty sneakers.
Go Ye Therfore; Establish the relationship
Personal contacts are vital since they give a Representative the opportunity to establish a solid relationship with her Customers.
Using your prepared Customer Follow Up List, go to your first street and knock on the first door and say something like this, “Hello, I’m Brandy Iron, your neighborhood Avon Lady and I wanted to stop by and introduce myself and offer you the latest Avon Brochure.”
What to Expect!!!!
In neighborhood selling only four things can happen when you knock on a door.
Someone will answer and invite you to come in:
Sit beside the Customer, preferably at a table where you can display your demonstration products and show her your cash and carry basket. Take her through the brochure, show her the sample and follow the steps to a sales call:
Open/Get Acquainted
Determine her needs
Sell the benefits
Overcome objections
Close the sale
Be sure and have her complete the raffle ticket on the brochure for your weekly product drawing!
Update your Customer Follow Up List with her contact information and the total amount of her order on the first line of the address under the Campaign column to track your sales and orders.
Someone will answer and take a brochure but not invite you in:
Take a brochure out of one of your What’s New Packets, tell her to complete the other half of the raffle ticket for your weekly product drawing and let her know you’ll give her a courtesy call before your order is due. Update your Customer Follow Up List with her contact information when you get home and put a “B” under the Campaign # on the 2nd line of the address (see Sample Customer Follow Up List)
Someone is home but says, “No Thanks”:
When someone says “No,” let her know you understand. Regardless of the type of “No” you face at the door, you can handle it.
No one will be home:
The not-at-home person may become your best customer. She tends to have more money, needs personal service, and she hasn’t said “No.”
When no one answers the door, here’s what you do:
Place a “What’s New” bag on the doorknob.
If there is a name on the door, jot it down on your Customer Follow Up List and put a “B” under the Campaign # on the 2nd line of the address (see Sample Customer Follow Up List)
When you get home, all the “not at homes” need to be looked up on websites such as whitepages.com, anywho.com, etc. You can do a “reverse lookup”. For example, put in Oak Street, City, State & Zip and up will come all listings on Oak Street. Scroll through the list until you find your address and jot down the customer’s name and phone # so you can call for a follow up!
Steps of a Sale
Every time you meet a Customer or deliver an order, you have the opportunity to build your business. The basic steps of any sale are:
Open/Get Acquainted
Determine her needs
Sell the benefits
Overcome objections
Close the sale
1. Open/Get Acquainted
How to talk to prospective customers:
“Hi, I’m Brandy Iron. I’m the neighborhood Avon Representative. Avon has some wonderful values that you don’t want to miss. May I show you the brochure today?”
2. Determine her needs
Your goal is to encourage that Customer to give you information about product likes and dislikes. Ask questions that begin with who, what, when, how, or tell me to determine her needs.
“What kind of skin care products do you use?”
Remember asking questions that can be answered “yes” or “no” makes it too easy for the customer to end the conversation. Always listen to the customer, than recommend the products that suit her needs.
3. Sell the Benefits
Now that you know what your customers need, let them know what the product can do for them. Use the information in the brochures. It is strongly suggested that you try the products yourself so you can give a personal testimonial.
“I love the Anew line; it’s the best anti-aging line in our skin care family.”
4. Overcome objections
Using the felt/found technique is the best way to overcome objections.
“I felt the same way when I found out the cost was $30 a jar but I found that similar skin care products that offer the same benefits cost much, much more.”
5. Close the Sale
The key to closing a sale is asking the customer to make a decision to buy. Help your customer make the decision to buy by asking for the order.
“Shall I order both the Anew Day Cream along with Anew Night Cream?”
How to Handle a “No”
Just remember to…
Smile! Be friendly. Be Positive.
Agree…to show you understand.
Listen…to what she’s really saying.
Ask…to find out what she uses.
Offer her…what she wants or needs.
Show demo products.
Introduce her to all that Avon offers.
Keep selling…especially those specials!
Sell her on regular, personal service.
No…don’t take that “NO” personally!
Be persistent…and keep going back! It may take several calls to turn that “NO” into a “YES”.
Enjoy the challenge of selling the tough ones.
Tips…On Selling to More People
Use a daily calendar to organize your time.
Spend only 20 minutes with each customer
Plan to call on a specific number of new people each day.
Adjust your selling time to when people are home – include evening and weekends.
Use the telephone.
Make appointments to see new people.
Make appointments with people at houses where you have left brochures.
Set aside time to do follow up calls on every brochure left at every door every campaign.
What to say? “Hi, this is Brandy Iron, your neighborhood Avon lady and I just was giving you quick courtesy call to let you know my order for the brochure I left for you is due tomorrow, was there anything you needed this time?”
If no, Say? “Oh by the way, did you happen to see the special on the back cover? Our famous Glimmersticks for eyes, brows and lips are on sale for only $1.99 each and the regular price is $6.00 each? What shades would you like me to order for you?”
Update your Customer Follow Up List.
Fill in the names, addresses, phone numbers and emails of all the people in your neighborhood
Be sure and fill in the dollar sales per campaign, per customer!
Order enough brochures for the upcoming campaign for every person on your Customer Follow Up List and a few extras for their friends and family!
Keep Your Business Growing
Experiment and try various techniques like…
1. Order extra brochures each campaign to get new customers.
2. Go back to the people who said they would buy later
3. Return to the people who said no.
4. Work Saturdays and some evenings to reach “Not-at-homes”.
5. Consider key customers for referrals and/or helpers.
6. Use the “courtesy call” technique during the last days of the campaign to reach those customers you could not reach in person.
7. To interest new customer, try “lumpy brochures”
Attach 4 – 6 samples to the pages they appear in the brochure so customers can try various products.
8. Have open houses with other Representatives
9. Go out on rainy/snowy days. People stay home on nasty days.
10. See every member of the household as a potential Customer.
11. Brand yourself with 30 more houses.
· Do your “homework”
· Prepare Yourself
· Get Ready, Get Set…Now Go
12. Don’t forget the first 60 houses where you received “No’s”
· After canvassing for 6 campaigns in a row, go back every 5th campaign and leave another What’s New packet. Maybe someone new moved in? Maybe they lost their previous Avon Representative? Maybe something in the brochure will now be of interest to them?
MAYBE THEY WILL LOVE YOUR PERSISTENCE! Haha Who knows...
But most of all…..
Have Fun!!!
In the past Avon operated on territory selling so each Representative had a set neighborhood or territory that was assigned to them to work and sell. This made it possible for every household in America to have an Avon Representative. They all knew who their Avon Representative was and they all purchased from her loyally.
When territories were lifted the effects were widespread… The positive impact was that it allowed Representatives to sell to friends and family members across the country. The negative impact was that all of a sudden we had entire neighborhoods that did not have an Avon Representative. Right now approximately 9% of the female population is purchasing Avon products; however, 60% of the female population has stated that they would purchase Avon products if they had a Representative.
That is staggering statistics!!
So what can you do?
“Brand” yourself and Avon into your own neighborhood so everyone recognizes you, your car and your customer service every campaign.
So, let’s get started….
BRAND Your NEIGHBORHOOD
Choose 60 homes in your immediate neighborhood as long as it does not have another Avon Representative actively working it already (in other words, leaving brochures every campaign, following up with everyone, every campaign, etc.). You can make those 60 homes 3 streets with 20 homes on each street or 2 streets with 30 homes on each street, etc.
1. Customer Follow Up List (can be obtained by clicking on the “Training” tab at youravon.com, click on “Beauty of Knowledge”, click on “Tools and Resources” and scroll down the list to “Customer Follow Up List” and print off enough pages for your 60 homes. Number each column under “Campaigns” with the next 13 campaign #s.
2. Take your Customer Follow Up List, title the first page with the name of the street and odd or even numbers, and go down the street and write down the house numbers on one side of the street on each line of the List. Then do the same thing with the other side of the street. (see Sample Customer Follow Up List).
3. Fill in any information that you already know about that particular house number, such as neighbor’s name, phone #, email address, etc.
4. When finished, you should have all 60 house numbers, from your chosen neighborhood, listed on your Customer Follow Up Lists.
PREPARATION FOR CANVASSING
Items Needed:
60 Brochures with contact information and book expiration date clearly marked on back
60 Double Sided Raffle Tickets to affix to the front of each brochure (leave the side with the name, address and phone # loose)
Introductory Letter of your own or Home Sweet Home letter with contact information on letter
60 Samples
60 What’s New Bags
Basket with Handle
Pack the What’s New Bag with the Brochure with affixed raffle ticket, letter, and sample
Load your basket with the What’s New Bags, note paper and pens, demonstration products, and maybe some “cash and carry’” items along with your Customer Follow Up Lists, Customer Order Book, and Calculator.
Get Ready, Get Set..….Now Go Beautify Yourself!
Customers will purchase products more readily when given the opportunity to meet a sales person face-to-face to establish credibility and confidence. So look the part –
Beautify Yourself – Be Proud Out Loud…
Wear Avon Make-up
Wear Avon Jewelry & Accessories
Dress casually and comfortably but please, dress appropriately
Nice clean shirts, pants or skirts, comfortable shoes, etc.
Please no short shorts, sweats or dirty sneakers.
Go Ye Therfore; Establish the relationship
Personal contacts are vital since they give a Representative the opportunity to establish a solid relationship with her Customers.
Using your prepared Customer Follow Up List, go to your first street and knock on the first door and say something like this, “Hello, I’m Brandy Iron, your neighborhood Avon Lady and I wanted to stop by and introduce myself and offer you the latest Avon Brochure.”
What to Expect!!!!
In neighborhood selling only four things can happen when you knock on a door.
Someone will answer and invite you to come in:
Sit beside the Customer, preferably at a table where you can display your demonstration products and show her your cash and carry basket. Take her through the brochure, show her the sample and follow the steps to a sales call:
Open/Get Acquainted
Determine her needs
Sell the benefits
Overcome objections
Close the sale
Be sure and have her complete the raffle ticket on the brochure for your weekly product drawing!
Update your Customer Follow Up List with her contact information and the total amount of her order on the first line of the address under the Campaign column to track your sales and orders.
Someone will answer and take a brochure but not invite you in:
Take a brochure out of one of your What’s New Packets, tell her to complete the other half of the raffle ticket for your weekly product drawing and let her know you’ll give her a courtesy call before your order is due. Update your Customer Follow Up List with her contact information when you get home and put a “B” under the Campaign # on the 2nd line of the address (see Sample Customer Follow Up List)
Someone is home but says, “No Thanks”:
When someone says “No,” let her know you understand. Regardless of the type of “No” you face at the door, you can handle it.
No one will be home:
The not-at-home person may become your best customer. She tends to have more money, needs personal service, and she hasn’t said “No.”
When no one answers the door, here’s what you do:
Place a “What’s New” bag on the doorknob.
If there is a name on the door, jot it down on your Customer Follow Up List and put a “B” under the Campaign # on the 2nd line of the address (see Sample Customer Follow Up List)
When you get home, all the “not at homes” need to be looked up on websites such as whitepages.com, anywho.com, etc. You can do a “reverse lookup”. For example, put in Oak Street, City, State & Zip and up will come all listings on Oak Street. Scroll through the list until you find your address and jot down the customer’s name and phone # so you can call for a follow up!
Steps of a Sale
Every time you meet a Customer or deliver an order, you have the opportunity to build your business. The basic steps of any sale are:
Open/Get Acquainted
Determine her needs
Sell the benefits
Overcome objections
Close the sale
1. Open/Get Acquainted
How to talk to prospective customers:
“Hi, I’m Brandy Iron. I’m the neighborhood Avon Representative. Avon has some wonderful values that you don’t want to miss. May I show you the brochure today?”
2. Determine her needs
Your goal is to encourage that Customer to give you information about product likes and dislikes. Ask questions that begin with who, what, when, how, or tell me to determine her needs.
“What kind of skin care products do you use?”
Remember asking questions that can be answered “yes” or “no” makes it too easy for the customer to end the conversation. Always listen to the customer, than recommend the products that suit her needs.
3. Sell the Benefits
Now that you know what your customers need, let them know what the product can do for them. Use the information in the brochures. It is strongly suggested that you try the products yourself so you can give a personal testimonial.
“I love the Anew line; it’s the best anti-aging line in our skin care family.”
4. Overcome objections
Using the felt/found technique is the best way to overcome objections.
“I felt the same way when I found out the cost was $30 a jar but I found that similar skin care products that offer the same benefits cost much, much more.”
5. Close the Sale
The key to closing a sale is asking the customer to make a decision to buy. Help your customer make the decision to buy by asking for the order.
“Shall I order both the Anew Day Cream along with Anew Night Cream?”
How to Handle a “No”
Just remember to…
Smile! Be friendly. Be Positive.
Agree…to show you understand.
Listen…to what she’s really saying.
Ask…to find out what she uses.
Offer her…what she wants or needs.
Show demo products.
Introduce her to all that Avon offers.
Keep selling…especially those specials!
Sell her on regular, personal service.
No…don’t take that “NO” personally!
Be persistent…and keep going back! It may take several calls to turn that “NO” into a “YES”.
Enjoy the challenge of selling the tough ones.
Tips…On Selling to More People
Use a daily calendar to organize your time.
Spend only 20 minutes with each customer
Plan to call on a specific number of new people each day.
Adjust your selling time to when people are home – include evening and weekends.
Use the telephone.
Make appointments to see new people.
Make appointments with people at houses where you have left brochures.
Set aside time to do follow up calls on every brochure left at every door every campaign.
What to say? “Hi, this is Brandy Iron, your neighborhood Avon lady and I just was giving you quick courtesy call to let you know my order for the brochure I left for you is due tomorrow, was there anything you needed this time?”
If no, Say? “Oh by the way, did you happen to see the special on the back cover? Our famous Glimmersticks for eyes, brows and lips are on sale for only $1.99 each and the regular price is $6.00 each? What shades would you like me to order for you?”
Update your Customer Follow Up List.
Fill in the names, addresses, phone numbers and emails of all the people in your neighborhood
Be sure and fill in the dollar sales per campaign, per customer!
Order enough brochures for the upcoming campaign for every person on your Customer Follow Up List and a few extras for their friends and family!
Keep Your Business Growing
Experiment and try various techniques like…
1. Order extra brochures each campaign to get new customers.
2. Go back to the people who said they would buy later
3. Return to the people who said no.
4. Work Saturdays and some evenings to reach “Not-at-homes”.
5. Consider key customers for referrals and/or helpers.
6. Use the “courtesy call” technique during the last days of the campaign to reach those customers you could not reach in person.
7. To interest new customer, try “lumpy brochures”
Attach 4 – 6 samples to the pages they appear in the brochure so customers can try various products.
8. Have open houses with other Representatives
9. Go out on rainy/snowy days. People stay home on nasty days.
10. See every member of the household as a potential Customer.
11. Brand yourself with 30 more houses.
· Do your “homework”
· Prepare Yourself
· Get Ready, Get Set…Now Go
12. Don’t forget the first 60 houses where you received “No’s”
· After canvassing for 6 campaigns in a row, go back every 5th campaign and leave another What’s New packet. Maybe someone new moved in? Maybe they lost their previous Avon Representative? Maybe something in the brochure will now be of interest to them?
MAYBE THEY WILL LOVE YOUR PERSISTENCE! Haha Who knows...
But most of all…..
Have Fun!!!
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