Achieve Through Sales Success Conversation 3 · Achieve Through Sales Success | Conversation 3 12...
Transcript of Achieve Through Sales Success Conversation 3 · Achieve Through Sales Success | Conversation 3 12...
Achieve Through Sales Success | Conversation 3 1
Reference Gu ide fo r PARTICIPANTS
March 2014
Conversation Achieve Through Sales Success
AVON SKIN CARE PARTY
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Table of Contents
Introduction ...................................................................................................................................... 3
What is an Avon Party? .................................................................................................................... 4
Planning the Party ............................................................................................................................ 6
Activity: Create a Party Theme ......................................................................................................... 7
Prepare for the Party ........................................................................................................................ 8
Setting Up the Space ..................................................................................................................... 10
Conducting the Party...................................................................................................................... 11
Wrapping Up the Party ................................................................................................................... 13
Elements Overview ....................................................................................................................... 14
How to Use Skin Care .................................................................................................................... 15
Discover Elements ......................................................................................................................... 16
Bundle Your Sale for Higher Earnings ............................................................................................ 17
Skin Care Selling Tips .................................................................................................................... 18
Next Steps ..................................................................................................................................... 19
Appendix ........................................................................................................................................ 20
Avon Skin Care Party Reference Guide | Introduction
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Introduction
This reference guide is designed to provide
you with helpful information to help you plan
an amazing Avon Skin Care Party!
An Avon Party is a great way to grow your business, expand your network of
Customers, and share all you know about Avon products in a fun and enjoyable
group setting. It’s an amazing way to take your earnings to the next level.
This reference guide also provides information on Avon Skin Care. You may want to
plan your Avon skin care party around a specific skin care line.
Avon Skin Care Party Reference Guide | What is an Avon Party?
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What is an Avon Party?
An Avon Party is a group-selling event that you organize. You are the main speaker
at the party and you present selected products to the guests. The guests try samples
of these products, and then they review the Avon brochure and place their order.
Examples of guests you may invite to an Avon Party include:
Friends and Family
Neighbors
Co-workers
Current Customers
List your own ideas for types of people you might invite:
Avon Skin Care Party Reference Guide | What is an Avon Party?
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What is an Avon Party?
What are the benefits of hosting an Avon party?
TOTAL PARTY ATTENDEES: 10-12
PEOPLE WHO PLACE AN ORDER
AVERAGE
CUSTOMER ORDER
TOTAL
SALES FOR 1 PARTY
HOSTING A PARTY ONCE A MONTH
ADDITIONAL
SALES
8 X $25 = $200 X 12 = $2400
That is a real benefit!
TOTAL PARTY ATTENDEES:
PEOPLE WHO PLACE AN ORDER
AVERAGE
CUSTOMER ORDER
TOTAL
SALES FOR 1 PARTY
TIMES (PER YEAR) HOSTING A
PARTY
ADDITIONAL
SALES
8 X $25 = $200 X 12 = $2400
WITH THE DISCOUNT % OF , YOUR POTENTIAL EARNINGS ARE:
Avon Skin Care Party Reference Guide | Planning the Party
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Planning the Party
Picking a theme for your party will make it more fun and enjoyable. Not every party
has to have a special theme, but there are many opportunities to make a party a
special event by planning a theme.
Here are some examples of party themes:
Pamper Yourself Themes
Skin Care Party with Facials
Makeovers
Hands and Feet (Body Products)
His and Her Spa Time
Seasonal Themes
Chase the Blahs
Mardi Gras
Sculpt and Tone for Summer
Secret Santa Party
Have fun and get creative with
your theme! Keep your guests
in mind when planning your
theme. The guest list and party
theme should work together to
ensure success.
Avon Skin Care Party Reference Guide | Activity: Create a Party Theme
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Activity: Create a Party Theme
You will pair up with a partner and come up with ideas for a party theme. Come up
with 3 ideas for each theme: Pamper Yourself and Seasonal. Use the space below to
write the themes. Include where and when you will have the party and the products
you will display and/or demo. When you finish, you’ll share your party theme ideas
with the group and gain additional party theme ideas.
Pamper Yourself
Theme 1:
When and where:
Products to showcase/demo:
Theme 2:
When and where:
Products to showcase/demo:
Theme 3:
When and where:
Products to showcase/demo:
Seasonal
Theme 1:
When and where:
Products to showcase/demo:
Theme 2:
When and where
Products to showcase/demo:
Theme 3:
When and where:
Products to showcase/demo:
Avon Skin Care Party Reference Guide | Prepare for the Party
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Prepare for the Party
Invitations
You can email guests who you know use email on a regular basis.
Your creativity and theme ideas will guide you to create invitations. See the
sample invitation text on page 21.
Keep a Master Guest List
Maintain a list of guests who are invited to the party. See the example on
page 22. Keep track as guests reply to your invitation.
Order Avon Samples and Demo Products
Plan to demo 4-5 products at a party. Order enough demonstration/sample
quantities of the products so each guest can try them. Demo products should
be related to the party theme.
Order Brochures, Magazines and Recruiting Materials
You want to have a supply of:
Brochures for each guest
mark brochures
Recruiting flyers
Consider a “goodie bag” for each guest with a recruiting flyer, a brochure, and
samples.
Avon Skin Care Party Reference Guide | Prepare for the Party
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Prepare for the Party
Gather Special Materials
You’ll want to make a list of special materials, if any, that you can use for the
theme and for trying products. These include:
Avon Banners, signs, and posters
Table cloths
Bowls/baskets for cotton balls and samples
Q-tips and Tissues
Trays and Mirrors
Disposable face cloths
Name tags
Pens/pencils
Order sheets
Coupons/discount cards
Ice breaker/game prizes
Ask your Sales Leader or your District Sales Manager for help. They may
lend you Avon materials or suggest ideas to make your party even more
successful.
Your Presentation
Use this outline to plan your party presentation:
Welcome/Introduction
– Welcome guests
– Thank hostess and guests for coming
– Introduce yourself, how long and why you sell Avon
– Ask guests to introduce themselves (and answer a beauty or party theme question)
Ice breaker/game: Play a short game. Refer to the Avon Party Game Ideas at the
end of this handout.
Product presentation
Order process
Guests complete and pay for their orders
Recruiting opportunities
Promote the Avon opportunity
Avon Skin Care Party Reference Guide | Setting Up the Space
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Setting Up the Space
Follow these steps in setting up your party space:
Organize Guest Materials
Set up the guest materials so they’re easy to use.
Make a packet for each guest with a name tag, pen/pencil, brochure, order
sheet, your business card, and samples.
Set up Product and Practice Tables
You’ll want a table or counter to set up the products you’ll demonstrate and
have a table or counter space for guests to try the products.
Make sure you have mirrors, wipes, and cotton balls – whatever you’ll need
to fit the party theme – you should have ready for each guest.
Organize Music and Refreshments
Decide whether you want music and decide on the type of refreshments and
when to serve them.
Placing Orders
Set up a separate area for taking orders.
Use a calculator to total the order.
Have a supply of extra order forms and collection envelopes.
Many Representatives like to use a “pay in full policy” for parties. Others accept a
pay half now and the balance on delivery. The choice is up to you.
If you will accept credit card payments, have the credit card imprinter and forms
on hand.
Suggest Add-On Products
As you look at a Customer’s order, you’ll want to find opportunities for add on
sales. Suggest a companion product.
Use the Power of 3
Ask the Customer for referrals and ask if she needs another brochure to
share with a neighbor or friend.
Avon Skin Care Party Reference Guide | Elements Overview
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Hi. My name is _________________.
I am an independent Sales Representative with Avon
Products. I want to thank our hostess, ______________,
for inviting all of us here today.
(Ask guests to introduce themselves.)
Share a personal Avon story and invite guests to
consider joining you as your business partner:
I joined Avon ___ years ago so that I could be home with
my young children. My children are now 10 and 12 and
we truly are an Avon family.
_________________ invited you today because she
wanted a fun way to let her friends and relatives learn
about what Avon can offer them. During our time
together, I want you to think about having fun
with me and Avon.
Conducting the Party
You may want to use the following outline/script to conduct an Avon party. There are
spaces in each section for you to add notes.
Opening/Welcome: 3 minutes
Introduce yourself and thank the hostess:
Warm up activity: 5 minutes
Conduct a game or ice breaker.
Award a gift to the winner(s).
Avon Skin Care Party Reference Guide | Elements Overview
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Conducting the Party
Present skin care products and introduce the brochure: 5-10 minutes (Identify ahead of time, the skin care products you are going to highlight.)
Assure the guests that Avon skin care has the perfect product for every skin care
need, preference and concern. Provide a brief description of the Anew or Elements
brands and the products you are highlighting.
Use the brochure to mention 1 or 2 benefits of each of the products.
Highlight any specials you are offering for the products at this party, if any.
Invite guests to try the products. Distribute a sample or dispense a small amount
of the products you’re describing into each guest’s tray.
Encourage them to try the product and note the positive reactions.
Ask guests to write down name of product used on order form provided.
Present theme products for the party: 5-10 minutes
Provide a brief description of the products for your party theme.
Use the brochure to mention 1 or 2 benefits of each of the products.
Highlight any specials you are offering for the products at this party, if any.
Invite guests to try the products. Distribute a sample or dispense a small amount
of the products you’re describing into each guest’s tray. Highlight how to apply or
use the product.
Encourage her to try the product.
Ask guests to write down name of product used on order form provided.
Segue to the specials, recruiting, and refreshments: 15-30 minutes
Review any discounts, bundles or other ordering specials for the party.
Describe ways to be involved with Avon – Customer, Representative, and Sales
Leadership. Reinforce the Invite, Inform, Inspire opportunities.
Invite guests to meet with you one-on-one while everyone mingles, reviews the
products that are highlighted, enjoys refreshments, and fills out their order.
Avon Skin Care Party Reference Guide | Elements Overview
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When the party’s over spend some time reviewing
the results and planning your next steps.
Wrapping Up the Party
When the party’s over spend some time reviewing your party and your next steps:
What were your total sales and earnings?
Plan a time to deliver the orders to our Customers.
Include a thank you note, samples, brochure, and business card in the delivery.
Deliver the order personally.
Follow up with guests who could not attend and send them brochures.
If a guest did not place an order, make sure to follow up with her and ask if you
can drop off a brochure. If she’s still not ready to order, ask if she can refer you to
some people she knows.
Avon Skin Care Party Reference Guide | Elements Overview
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Elements Overview
The key to your own beauty is you, of course. When your skin is healthy, clean and
beautiful, you can reveal who you are – naturally. Elements helps you do just that.
Be Beautiful by Nature.
With Elements, beautiful skin
can mean beautiful sales for
you and your Avon business.
Are you ready to learn how?
Workshop Guide for Participants | How to Use Skin Care
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How to Use Skin Care
Skin Care Routine
Products:
A good skin care routine consists of these products:
Cleanser: Get your skin care routine off to a great start by cleansing your skin
and preparing it for the next steps.
Treat: Use a treatment to target specific concerns.
Moisturizer (Day and Night): Use a Day Moisturizer to provide you with broad
spectrum SPF protection. Use a Night Cream to help the skin while you sleep.
Eye Treatment: Use this treatment for the delicate skin around your eyes. It’s
the last step in a good skin care routine.
Steps
A good skin care routine consists of these steps:
CLEANSE (Morning and Night)
TREAT (Morning and Night
after cleansing)
MOISTURIZE (Day and Night) (Morning or Evening after cleansing/toning)
APPLY EYE TREATMENT
(Morning or Evening after cleansing/toning)
Gently massage your cleanser onto skin. Rinse
thoroughly with warm water. Pat dry.
Gently sweep over skin in an upward motion.
Smooth over cleansed/toned face
and neck using gentle upward strokes.
Gently pat under and around eye area.
STEP
1
STEP
2
STEP
3
STEP
4
Avon Skin Care Party Reference Guide | Discover Solutions
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Discover Elements
A Solution for Every Skin Concern
No matter her skin type or concern, every Customer can
reveal her own natural beauty with Elements:
When she wants: Suggest Elements:
Radiance and
even tone
Skin Revitalize
WITH ARONIA BERRY COMPLEX
Healthier, younger-looking skin
Youth Restoring
WITH AMETHYST MINERAL
COMPLEX
Long-lasting
moisturized feel
Moisture Boost Normal WITH SEA OAK COMPLEX
Shine-free moisturized feel
Moisture Boost Oil-Free WITH CAMELLIA TEA LEAF
Avon Skin Care Party Reference Guide | Bundle Your Sale for Higher Earnings
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Bundle Your Sale for Higher Earnings
Try bundling your skin care sale with three or
more items for a larger order size. This will help
you sell more and help your Customers
experience the benefits of more Avon products.
Review the brochure for special offers and
promotions for skin care or other products that
can benefit your Customers in the current
Campaign.
If your Customer is interested in Elements,
make sure to encourage her to try the full
set of products in the product line so she
can take the best care of her skin and
maximize beauty benefits. Create a “Beautiful
You” bundle with a day cream, night cream,
cleanser and eye cream.
Promote other offers in the brochure to
bundle with your skin care sale. You can
include make-up, fragrance or even jewelry
that can complement her “Natural Beauty” look.
Create an emotional connection for your Customer by enticing her with an
image of what she wants and then suggesting three or more products.
For example:
“You said you were looking for the perfect birthday gift for your sister. Wouldn’t
she love a beauty makeover in a bag?” We can start with a Anew Day and Night
Creams, add this eye shadow trio, pop in a lip gloss and then put everything in
this adorable tote.”
Avon Skin Care Party Reference Guide | Skin Care Selling Tips
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Skin Care Selling Tips
Use It
Learn about Avon skin care products by using
them yourself. Customers appreciate your
opinion based on firsthand experience.
Selling skin care is easy when you show the
results on your own beautiful skin! Become a
walking testimonial to the benefits of Avon
skin care products. Once your Customers see
your results, they’ll want to buy it too!
Know Your Skin Care Products
To effectively sell skin care, make sure you
know the benefits and features of the skin
care products you are selling and talk about
them with your Customer. Also make sure to
discuss the ingredients, performance, and
affordability of Avon skin care products.
Start a Conversation about Skin Care
Give a compliment and ask your Customer
about the products she currently uses on her
skin. Ask her how happy she is with the
products she uses.
Ask Questions and Listen
When approaching Customers about skin
care, get them talking about their skin
concerns and listen for key words or phrases
that will tell you what they're looking for in skin
care.
Turn Samples into Sales
Start with a great opener: “What skin care
products are you currently using? Wouldn’t
you like to try the latest innovation from
Avon?” Make it easy and economical for
Customers to try a product by offering them a
sample or trial size. Be sure to follow up in a
few days to close the sale. Once they try it,
they will buy it.
Increase Order Size
Be sure to tell your Customer about the
benefits of the additional products in her Avon
skin care line. Her skin will look beautiful and
so will your sales!
Follow Up with Your Customer
Follow up with your Customer within 4-6
weeks of delivering her order and ask about
her results. Remind her that consistent use of
her skin care products will help her achieve
the results she wants. Take her reorder!
Throw a Skin Care Beauty Party
Group selling creates energy and can be very
lucrative. Learn more from the Beauty of
Knowledge online training. Set a goal to
conduct one Avon party every Campaign.
Reward the host and focus on showing the
latest skin care products.
Avon Skin Care Party Reference Guide | Next Steps
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Next Steps
Follow these next steps and you’ll be on your way to beautiful skin and beautiful sales:
1. Buy and use Avon Skin Care products.
2. Complete all the training and review the tools Avon offers to help you learn
more – and earn more!
3. Order the sales tools to help you better advise your Customers and make the sale.
4. Make and follow up on your Customer list.
Avon Skin Care Party Reference Guide | Appendix
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Appendix
On the following pages, you’ll find copies of resources that you can copy and use
when you conduct a party. These include:
Guest list
Party Invitation template
Party Games
Avon Skin Care Party Reference Guide | Appendix
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Avon Party Invitations
You’re Invited! to an Avon Party
Come and experience the latest Avon products!
I know you will be impressed with the quality, style, and Avon’s money back guarantee.
TAKE HOME COMPLIMENTARY SAMPLES OF PRODUCTS!
I’ll see you:
Date: Time:
Place:
RSVP to me by:
Phone: Email:
You’re Invited! to an Avon Party
Come and experience the latest Avon products!
I know you will be impressed with the quality, style, and Avon’s money back guarantee.
TAKE HOME COMPLIMENTARYSAMPLES OF PRODUCTS!
I’ll see you:
Date: Time:
Place:
RSVP to me by:
Phone: Email:
Avon Skin Care Party Reference Guide | Appendix
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Avon Party Guest List
Name:
Name:
Address:
Address:
Phone:
Phone:
Email:
Email:
Name:
Name:
Address:
Address:
Phone:
Phone:
Email:
Email:
Name:
Name:
Address:
Address:
Phone:
Phone:
Email:
Email:
Name:
Name:
Address:
Address:
Phone:
Phone:
Email:
Email:
Name:
Name:
Address:
Address:
Phone:
Phone:
Email:
Email:
Avon Skin Care Party Reference Guide | Appendix
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Party Game: Search Your Purse
Preparation
You will need:
A small prize for the winner
Instructions
Instruct the guests to look in their purse and take out any of the following items:
Lipstick Mascara
Lip Liner Eye liner
Foundation Eye shadow
Blush Makeup brush
Powder compact Perfume
Instruct the guests to:
Give themselves 10 points for each item that is an Avon product.
Give themselves 5 points for another brand.
Award a prize to the person
with the highest score.
Avon Skin Care Party Reference Guide | Appendix
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Party Game: Twenty Questions Auction
Preparation
You will need:
A supply of Avon money. Make copies of the master on the last page and cut to
money size.
1-3 prizes that will be “auctioned” at the end of the game.
Instructions:
At the beginning of the party, when all of the guests are settled and you have
introduced yourself, show the prizes and explain that the guests will earn money to
bid on them by answering questions. Ask each question and give the guest who
answers the question the amount of Avon money that’s shown after the question.
When you finish answering questions, establish a starting bid of $100-200 for each
prize and auction them off. Allow guests to pool their money to bid.
Customize the questions and responses to meet your party theme.
Use some or all of the questions to fit your party schedule.
Avon Skin Care Party Reference Guide | Appendix
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Party Game: Twenty Questions Auction
Questions:
Give:
1. Who was the first guest(s) here? $200
2. Who came as the guest of someone else? We’re especially glad you’re
here! $200
3. Who owns any Avon products? Don’t we all own at least 1 Avon
product! $100
4.
Who has ever received Avon as a gift? Shopping with Avon is the best
and easiest thing to do. For birthdays, holidays, get well, or house
warming gifts, there’s an Avon gift for every occasion
$100
5. Who brought a purse with them tonight? $100
6. Did you buy it from Avon? Avon fashion, accessories, and jewelry are
noticed and envied. $200
7. Who has young children? Working with Avon is great when you have
children since you have flexibility in your schedule.
$100 for each child
8. Who has young women or men in their families? Avon’s Clearskin
products can help them keep young skin clear and healthy. $200
for each person
9
Who has a man in their life? A husband, dad, significant other,
brother? Avon has special skin care and fragrance products for men
which make perfect gifts.
$100 for each guy
10.
Who has an Avon lipstick with them? I’ll bet some of you have more
than one! I know I always have tons of them. Some in my purse, some
in my desk, and some in my car. Is anyone else like that? It’s a good
thing that Avon has such a great selection at great prices!
$100
11. Who has skin that is showing signs of aging? Don’t we all! Avon’s
Anew products are the premier products to fight aging.
$100
12. Who is glad they came tonight? We’re glad you’re here! Prepare to
have some fun and possibly win some great products tonight $100
13.
Who works outside the home? One of the best things about Avon is
that you can incorporate it into what you’re currently doing and earn
additional income. It’s your time and your terms.
$100
Avon Skin Care Party Reference Guide | Appendix
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Questions:
Give:
14.
Who is a stay-at-home mom? I love the fact that stay-at-home moms
can be with their kids and still make some great money. Don’t you love
that?
$200
15.
Who has $10 with them today? That’s all it takes to own your own Avon
business! And, you can customize this business for yourself. We have
a Sales Leadership program for those of you who want to earn a
significant income by inviting, informing and inspiring others about the
Avon opportunity. How does that sound?
$200
16. Who has never been to an Avon party before this one? You are in for a
wonderful time. $100
17. Who would like to go to another Avon party? We can help you do that. $100
18. Who would like to have their own party? You won’t regret it. $100
19. {Enter your own question here} $XX
20. {Enter your own question here} $XX
Avon Skin Care Party Reference Guide | Appendix
Achieve Through Sales Success | Conversation 3 27
100
$100 One Hundred
100
$100 One Hundred
100
$100 One Hundred
1000
00
$1,000 One Thousand