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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)

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Grow Your Business with the New Representative Bundles

As a new representative you have access to special New Representative Bundles. These bundles contain the most popular products and are offered to you at greatly discounted prices so you can try them and then introduce them to your customers.

There are 3 bundles offered: Skin Care Bundle, Makeup Bundle, Personal Care Bundle. Each is priced at $60 minus your 25% representative discount. You’ll see the correct price at review page so don’t panic at the displayed full value price.

(Note: these offers get updated each quarter. See offer on the Avon site for the current bundle assortment.)

Use and Sell these Bundles to Grow Customer Loyalty

You have unlimited access to those bundles for your first 3 months (your first 6 campaigns). It’s a great opportunity to build customer loyalty. It’s offered to you at a great price to allow you to introduce your customers to the top selling products so they can like them and continue ordering them from you. Sell as many of these bundles as possible.

Order one to try, sample, demo, review, before/after pics to generate the sales for the next bundles. You can buy the bundles again to sell off at discount to try, use and get loyal, in exchange for testimonials.

Ideas How to Use the Bundles

Be creative there is many ways to use these bundles to introduce them to your customers.

  • Use the bundle to try the product yourself so you can have an authentic personal testimonial to share with your customer
  • Use the remainder of the product you tried to create samples (individual pods you can get on Amazon) or show/demo the items and their packaging in person.
  • Create videos/posts of the product:
    • Unboxing video
      • Product Review Pics or Video
      • Skincare Tutorial Video
      • Makeup Tutorial Video
  • Do a grand opening party for your friends
  • Do an online event demoing your products
  • Promote the whole bundle or break up into smaller bundles and sell to customers
  • Sell an item at a discount in exchange for a testimonial (and then share in your customers group) to help generate more sales
  • Use the bundle as a raffle. (ie. every customer that places an order for $25 and over takes part in the draw.)

Potential Earnings

Sell off Individually

TBD – Math for Selling off the bundle individually.

Sell off as bundles

The bundles is a great opportunity to introduce your friends and family to several products at a time and at a great price. These are offered to you as a new representative exclusively. These can be promoted as a private deal to your warm market through personal messaging. (These should not be used to advertise publicly and openly advertising to undercut others with below market pricing. )

The more bundles you sell in your first 6 campaigns the more of your customers can try your products for continual orders going forward.

For each bundle:

  • Earn $15 for each bundle sold.
  • $60 QV for each (you can sell at a higher price than this)
  • get customer’s loyalty so will reorder

Sell 4 bundles each campaign will benefit you as follows:

  • Earn $60
  • $240 in QV
  • Qualify for free samples with the Pathway to Gold program
  • Keep on track for the Gold Tier promotion with the Pathway to Gold program
  • After repeating 4 campaigns you made Gold Tier and jump to 35% earnings

Where to Find The New Representative Bundles

The New Representative Bundles are in the last category New Rep offers in the Sales Aids section under PRODUCTS menu.

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Onboarding a New Team Member

Meet And Greet Call with a New Representative

Objective: to get to know her goals, show her she can build her Avon around her lifestyle, and show her you’re here to support her going forward.

Call Overview:

A. Welcome and Introductions.

B. Information Gathering Section. In conversation cover the following questions:

  1. What inspired you to get started with Avon?
  2. Can you tell me about yourself?
  3. What are the top 3 things you would like Avon to do for you?
  4. What are the top 3 question I can answer about taking your first steps?

C. Best Practices

  • You are an owner of your own department Store.
  • Focus on Essentials – Top 5 Categories
  • Product Focused Approach – Share Testimonials

D. Pathway To Gold – New Rep Program

E. Invite to reach out with questions

Conversation in more detail.

A. Welcome and Introductions.

Welcome to Avon. Congratulations on getting started with your Avon business.
My name is <> and I’m here as your mentor to support you in your journey with Avon.

B. Information Gathering Section

  1. What inspired you to get started with Avon?

<Listen and Respond accordingly>

Avon is very flexible and you can customize it based on your personality, schedule and lifestyle. With Avon you live your life as you see fit and then do your Avon with the people you come across in your routine… so let’s figure out how it can work for you.

2. So can you tell me about yourself?

<listen and then respond by relating what she says to how that can help with her Avon to find customers ie. “people you work with can be your potential customers, while waiting for your kids activities you can connect with the other parents and introduce them to your avon”>

3. What are the top 3 things you would like Avon to do for you?

<listen, identify their goals to see what they want from avon: $/month, to determine if it’s more of a hobby, or more serious, just for products to see their seriousness and how you will be talking to them more in business language or more informal>

<Earnings Conversation: to earn $300-400/month is about 20-30 loyal customers that keep reordering their essentials, for more you can find more customers, or do additional activities like fundraising, home parties, online events. Our earnings are based on how much you sell, not how many hours you work so the more you sell the more you earn. You can also grow your sales by building a team and helping others earn with Avon as a representative just like you. This means you can look for both customers and also new representatives. >

4. What are the top 3 question I can answer about taking your first steps?

<answer their questions>

C. Best Practices Overview

  1. You are an owner of your own department store.

Do you realize that you are an OWNER of a big department store? Avon is a big department store. it has everything that every family needs for their everyday essentials in every category.
Your role is to convince everyone around you to switch where they are shopping for all their essentials.. to YOUR STORE. The more of the essentials they shop from you the more they keep reordering.. the more you earn and more easily too. You are building LOYAL customers that keep coming back and how do we do that? we get them loyal to the products we use most often in our routine.

<Name>, what kind of products do you use regularly in your daily routine? <wait for answer>

2. Focus on Essentials – Top 5 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 (moisturizer at least basic care)
  2. Shampoo and Conditioner (men and kids use it too!)
  3. Hand Soap and Hand Cream
  4. Body Soap and Body Cream
  5. Toothpaste

Now imagine you have 5 customers using those top 5 category products from your store. What happens when those products run out? <wait for answer>
They need more and they’ll come back to re-order.
Do they need a brochure to re-order? <wait for answer>

NO! They’ll call you, or go straight to your estore and just re-order.
This is demand driven sales.

3. Product Focused Approach – Share Testimonials

So you want to build loyalty one product at a time with each of your customers. Just showing a brochure or sharing a link does not work.

That’s where your creativity comes in to make it easier for your customers to switch to a different brand.
The best way to do that is by recommending a specific product (especially in those top 5 categories). Share your reviews of your products. what you love about it. before and after pictures (videos?), let them see it, smell it. Tell them how it solves their problem.

Then next time you talk to them share another product.. and so on.

D. Pathway to Gold Program – for New Reps

Avon wants to help you be successful so as a representative you are part of a special program “Pathway to Gold” to help you achieve your goal of reaching GOLD and you’ll get perks and freebies for doing success actions. The sales of your first 3 months determine your earnings/discount level going forward. You can promote and lock-in at 35% as soon as you reach $1200 in your first 3 months (about $200 every two weeks). If less you can lock in at 25% or 15%.

Your Avon starts when you place your first order.
To generate the first order use the digital assets. Your estore link, ebrochure link, recommend specific products. Your goal is $200 or more to help you reach the GOLD level. These are the offers for your 1st order. (Free shipping over $100, extra free samples over $200, over$200 keeps you on track for your promotion)

E – Reach out for support

I’m here to support you so reach out to me with questions, and to brainstorm ideas to grow your business.