District 1567 Shining Stars. New Representative Training. Value of a Beauty Customer. Skincare Customer: Color Customer: Cleanser $10.00 Foundation $9.00 Toner $10.00 Blush $7.50 Day Cream $24.00 Eye Shadow Duo $8.50 Night Cream $24.00 Brow Shadow $5.00
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Skincare Customer:Color Customer:
Cleanser $10.00 Foundation $9.00
Toner $10.00 Blush $7.50
Day Cream $24.00 Eye Shadow Duo $8.50
Night Cream $24.00 Brow Shadow $5.00
Eye Cream $18.00 Face Powder $7.50
__________ Eyeliner $5.00
Total $86.00 Mascara $6.00
Percentage 40 % Lip Liner $5.00
Earnings $34.40 Lipstick $7.00 _________
Daily Needs Product:
..…Calling Back Does It!
48% of Salespeople make 1 call and quit.
25% of Salespeople make 2 calls and quit.
15% of Salespeople make 3 calls and quit.
88% of all Salespeople quit after 1, 2 or 3 calls. 12% of Salespeople keep calling.
The 12% who keep calling are doing 80% of the business.
Yet it was discovered that 60% of the merchandise was purchased at the fifth call or after.
Moral - Even the most difficult prospect can be sold if called on regularly.
Buy 50 BrochuresBuy 100 Brochures
50 Brochures $13 100 Brochures $19
Demo Products $15 Demo Products $15
Samples $ 5 Samples $ 5
Investment $33 Investment $39
18 Customers (1/3 of 50) 35 Customers (1/3 of 100)
X $20 avg.order X $20 avg. order
$360 at 35% earnings = $700 at 40% earnings =
$126 in earnings$280 in earnings
$126 earnings $280 earnings
- $ 33 investment - $ 39 investment
$93 in actual earnings $241 in actual earnings
Buy 50 brochures = $93.00 earnings
Buy 100 brochures = $241.00 earnings
By spending an extra $6.00 your additional earnings are
$148.00. The choice is up to you!!!!!!!!
___ Ask Customers for referrals.
___ Call Back.
___ Leave a personal note or letter for potential Customers.
___ Use first week of Campaign to find new Customers.
___ Call on working Customers on Saturday’s or evenings.
___ Re-canvas territory.
___ Engage Helpers.
___ Sell to businesses.
___ Carry a box or bag of products that you can sell for $1.00
(deodorant, lip balms, soaps, hand cream, etc.).
___ Host parties.
___ Other ideas:
___ Increase the number of Beauty Products your Customer Buys.
___ Use 3 easy Techniques:
- Link Selling: Linking one or more products to each other.
- Add on Selling: Suggest related products.
- Cross-Category Selling: Bridge customer to other products.
___ Create your own bundles.
___ Become a Beauty Advisor.
___ Leave samples for each person in household.
___ Carry demos in a basket to attract attention.
___ Host Home Parties.
___ Suggest that Customers use their Credit Card to pay for products.
___ Order extra products for instant selling.
___ Offer Customer discounts or free gifts for large orders.
___ Other Ideas:
The Demo Reinvestment Plan is based upon selling your demonstration
products after using them to encourage sales. Then take the money from
the sales and reinvest in future demos.
The following is a sample of a single demo investment:
Demo Resale Price
1st Camp $ 4.17 $ 6.97
2nd Camp $ 6.97 $ 11.91
3rd Camp $ 11.91 $ 19.85
4th Camp $ 19.85 $ 33.08
5th Camp $ 33.08 $ 55.13
This will show how much money you will have to reinvest in the following campaign.
Here are some creative alternatives to help you
category or type of products, seal the bag. Allow customers with a $10 order the chance to
buy the bag at one price.
someone to become your helper or as incentives for Helpers who reach a goal.
(Set your own minimum).
surprise product, or use the card to draw for prizes.
___ Order extra brochures and use them to get new Customers.
___ Maximize Demo’s – use the Demo Reinvestment Plan.
___ Create Lumpy Brochures.
___ Instead of returning products, offer them as super sellers.
___ Follow-up on samples left with Customers.
___ Give Customers samples in product categories they are not
___ Pursue Fundraising Opportunities.
___ Other Ideas:
___ Offer an Avon Gift Registry.
___ Send personal thank-you notes to new Customers.
___ Offer Lay-aways – pay 50% down and the balance in a specified time period.
___ Give small products as a birthday gift.
___ Offer free gift wrapping.
___ Keep records of important dates for your Customers.
___ Call and remind your Customers when a favorite product is
___ Other Ideas:
How the Avon Gift Registry Works:
Ask your Customer to give you the names of
acquaintances and the occasions they would
give them gifts, along with the approximate
amount he or she would spend on each.
File your Customer’s card under the month in which he or she would need the gift.
Representative will then pull the card one month ahead of time and go through current brochure to make suggestions to the Customer.
Call your Customer and make suggestions and then follow up for the order. (You might offer free gift-wrapping)