Posted on by Daga Ulanowski

Grow On-Demand Sales by Focusing on Daily Essentials

Your Own Store

Do you realize that you are an OWNER of a big department store?
Yes, Avon is a big department store, similar to Walmart or The Bay. It has everything that every family needs for their everyday essentials in every category. It’s a one stop shop for all their everyday needs without the need to leave home. Avon has no physical building to go and buy at. Your store is wherever you are and is open 24/7 for shopping all across Canada. That is something to shout about, from the rooftops. Let everyone know what you have to offer.

Help them Switch to Your Store

The more of the essentials they shop from you, the more repeat sales you will generate. It is these repeat sales that generate a residual income stream for you. The more you encourage people to try your brand, the more money you will earn. Building brand loyalty is a reward that will pay you over and over and over again.

How do we achieve this brand loyalty?
By encouraging essential items that we know everyone uses, everyday.

Frequent Essentials Categories

The top 5 categories you want to get each of your customers on are the top most frequently used by everyone in the family:

  1. Skin Care
  2. Shampoo and Conditioner
  3. Hand Soap and Hand Cream
  4. Body Soap and Body Cream
  5. Toothpaste

Top 5 Most Frequent Categories

1. Skin Care

The face we have needs to last us the 100 years that we are living these days. We can’t just exchange the face for a new one so we need to protect the one we have by taking care of it daily. Every morning and night we need to cleanse and moisturize for basic care, and protect with sunscreen. And then if needed treat it to fix up concerns. Teach your customers the importance of skincare and show what we offer as the solution.

2. Shampoo and Conditioner

Everyone needs to wash their hair regularly, even men and children. By selling shampoo and conditioner you’ve went beyond the woman being your client expanding to the whole family.

3. Hand Soap and Cream

How many times a day do we wash our hands? It’s a necessity. Every bathroom in the house needs a soap and hand cream.

4. Body Wash and Body Lotion

The whole family takes showers and baths and needs to cleanse their body.

5. Toothpaste

Everyone should be brushing their teeth twice a day.

Summer Products. During the summer months, use the opportunity to also recommend the summer products everyone needs. Everyone needs these summer products: Bug Spray, Anti-Itch Cream, Sunscreen and Aloe Gel.

More Repeat Category Products. We focus on the Top 5 Categories mentioned above as they are most frequently used for more frequent purchases, but as you build loyalty you can encourage customers to expand into the less frequent repeat sales categories: Makeup, Fragrance, Kitchen & Home Cleaning or Laundry and Pet Products.

Demand Driven Sales

Now imagine you have 5 customers using those top 5 category products from your store. What happens when those products run out? They need to be replaced and they’ll need to re-order. This is demand driven sales.

Do they need a brochure to re-order? Not necessarily. To reorder they can go directly to your website, or they can choose to call you to re-order.

What we have to offer they are buying anyway, now they have the added convenience of shopping from home.

Introduce One Product at a Time

Tailor your approach to the client. Just sharing a brochure or website link is not as effective as highlighting a demand driven product. It does not encourage repeat sales. Many customers are already loyal to another brand so just looking in the brochure will not encourage them to make a switch to your brand. You want to build loyalty one or two products at a time with each of your customers with your recommendations and your expertise. Your role is to make it easier by introducing them to each of the products one by one, providing guidance and your recommendations.

Your recommendations go a long way with your customers.

Be Creative

We can make this switch easier for the client with a little creativity.

The best way to do that is by recommending a specific product one at a time (especially in those top 5 categories): help the product resonate with them, speak to how your product will solve their problem, share your personal testimonials, what you love about it
before and after pictures, let them see it, smell it, share reviews of your products.

Do they know that over 300 of our products have won awards in their categories?

Ideas To Promote your Product

Use creativity, personality to make the switch to your product more easily:

  1. Be passionate about your products
    • Use products yourself so you can vouch for them and share real emotions about them
      • Ask your customers to share their product testimonials with you so you can share with your customers
  2. Share product testimonials
    • Before/After Results
    • Do Photo/Video Reviews
    • Do Makeup Tutorials / Skincare Routine Tutorials
    • Give out Samples / Do Demos
    • Do Product Unboxing
    • Share Fact Sheets & Guides
    • Share 3rd Party Reviews / TV / Magazines / Bloggers
  3. Show the product as a solution to their problem. Make it relatable to the customer:
    • Wrinkling Face / Dark Circles => Skincare
    • Thinning Hair/Limp Hair => Hair Products
    • Dry Skin / Eczema => Body Lotions/Creams
    • Dry Feet => FootWorks
    • Yellow Teeth => Toothpaste
    • No money => Avon Opportunity
    • No time => Convenient personalized shopping with you
  4. Personalization is a key element in repeat sales
    • Play the role of their Personal Shopper
      • shopping list of all the things they use in their house
    • Play the role of their Beauty expert
      • skin care consultation
      • makeup consultation
  5. Become a Social Influencer – Influence people in whatever your passion is and use Avon’s product/opportunity as the solution
    • Beauty Influencer (makeup, skincare)
    • Helping Others (fundraising, earning opportunity)
    • Flexible Earning (avon opportunity)
    • Empowerment (avon earning opportunity)

Earnings Potential

Lets’ take a look at what this could mean to you.

To generate a $400 QV order, you need:

  • 4 customers ordering a $100 shopping list of essentials , or
  • 8 customers ordering a $50 shopping list of essentials, or
  • 16 customers ordering a $25 shopping list of essentials

You are in the driver’s seat on this. You decide how much you want to earn, and how you want to earn it.

Reach President’s Club Level

Consistently generating $400.00 per campaign will allow you to achieve our top seller status of President’s Club with a 40% commissioned earnings . You’ll sell over $10,000.00 in a year and earn over $4,000.00 per year.

On the path to President’s Club Top Seller level and beyond, your earning for each $400 order depends on your current tier and is as follows:

  • Silver $100
  • Gold $140
  • President’s Club $160
  • Honour Society $180
  • David H McConnell $200.

Reach Honours Society Level

When you have 21 customers replenishing their essentials with a $100 QV order every month, you will accumulate $25,000.00 in Annual sales promoting you to the Honour Society Level (@45% discount) giving you an annual earnings of just over $11,000.00 per year.

That is a nice little supplement income for promoting ‘Demand Driven’ products:

Earnings Math for the Curious

  • a customer purchases their shopping of essentials $100 per month x 21 customers generating $2100 in sales per month.
  • $2100 per month x 12 months = ~$25,000 in yearly sales. This promotes you to Honour Society tier
  • Honour Society Earnings (@45%) on $25,000 sales = $11,250 per year. ($940/month, $470/campaign)