IDEAS TO GET MORE SALES Up sell your customers. If your customer orders a Necklace, do you mention the matching earrings? If your customer orders a Skin Care treatment product, do you ask if she has enough Cleanser, Moisturizer, Toner, etc? Recommend that your customers "Stock Up" on Sale Items. If your Customers loves Skin So Soft, and it’s on sale, ask them how many they’d like to "stock up" on. They may not have thought of buying more than one themselves. It will increase your current sale, and will free up more money for them to order from the next book! Offer "Specials" on multiple product purchases (ie. Buy 2, get 3rd for ½ price!)
Take advantage of SHIP DIRECT and INSTANT DELIVERY products for your customers.
Many times if a customer has an item "on hand" to try, she will add it to her current order, and your Sales have just increased! Use "Buyers Club"/"Frequent Customer" offers to get customers to buy more Make up a "punch" card, offering a FREE item if a customer purchases 10 of any item. (For example, you could offer a FREE BRUSH with the purchase of 12 Hair Care products, OR FREE PURSE SIZE SPRAY with purchase of 10 cologne sprays, etc.. Create a "Frequent Customer Card", using a business card format with the numbers 1-15 printed on them. For each $10 a customer spends, punch out a number. When the customer reaches 15 punches or $150 in purchases, they receive a free product from your "Treasure Box". Use products that are on sale or clearance, bundles that you have purchased, items that you have won from district sales meetings, or non-used return items. Offer customers Bonus Points when they buy products from you, as well as extra "Bonus Points" for referring new customers to you. Each customer receives 1 Bonus Point for each $10 purchase and Bonus Points for each new customer they refer who makes a purchase. When a customer accumulates 10 Bonus Points, they can redeem them on an order for a discount of 30% off. This discount excludes any items that are fixed priced items. Have a Preferred Customer Program (customer promises to order and pay for a minimum of $30 in products (not including order processing fee and sales tax) each month. SEE SAMPLE The big fashion companies get models to wear their goods and so can you. Just find a customer who’s very social and give her Avon to try out – and show off. Whenever someone compliments her skin, have her get that person in touch with you. This also works for mark products. Tape a deflated balloon with a piece of paper inside. Encourage your customers to blow up and pop the balloon to get at the paper, which reveals the Avon discount they would receive if they contact you with an order. During July, use this incentive: "Buy anything red, white or blue and receive 10% off your entire order. During your birthday month, not theirs, yours, use "Your gift from me is 15% off your order? Have something on sale every campaign. Put a label on the page and let the customer find it. Sales by quarter: 1st quarter: January, February, March promote Moisture Therapy products, Valentines Day and Easter items. 2nd quarter: April, May, June have a grand opening/party, conduct a fundraiser, focus on Mother’s Day sales. 3rd quarter; July, August, September host an Avon yard sale. Focus on selling sunscreen, Bug Guard and Skin So Soft, offer a Labor Day Anew promotion. 4th quarter: October, November, December host a holiday Open House, participate in a holiday fair. For campaigns 2 & 3: purchase the Avon calendars and a bunch of calendar lip balms. Make a label for each campaign that says: Out with the old and in with the new! Orders of $5 or more placed between (campaign dates) will include a free gift! Limit 2 per customer. When you get the orders of $5 or more, those customers will receive a calendar or a lip balm. If they order in both campaigns, they’ll get one of each. Have your customers fill out her "Favorite Things" questionnaire. Ask them their favorite color, holiday, Avon product and birthday. With this information, you can acknowledge their birthdays with a "present they’ll really love". (On average, customers that get birthday gifts order three times as much on their next few orders).
Give a birthday gift to all of your customers, even those who have only ordered once or twice. The price of the present depends on how much the customer normally purchases. Ask your customers when their birthday is (see above) and then give them a gift. This will also get you more customers once they hear about your birthday gifts. Keep tabs on sales totals for each customer and when one of them reaches $100 in sales, send//give them a free product. Give each one of your customers a $5 gift certificate for Avon products from you on their birthday. They’ll appreciate the gift and spend more than the $5 when they buy something. Send your customers a "thank you" card. Send a handwritten message and add a coupon for 10% off one item in the next order and another coupon offering another price break for a new customer referral. Use your What’s New Read your What’s New very carefully. Each campaign, hold a raffle for a product that isn’t available to the public yet. If a Customer spends $15 or more, she gets a chance to win a "preview" of the new item. Or, put a label on your brochure that says, "When you purchase $25 or more from this brochure, tax and processing fee not included, you will receive ___________ on page _________free." Fill in the blanks for each campaign. Use products out of What’s New that are 50 percent off with no limit. Sell your returns Put all of your leftover stock, including demos, into an Avon box and take it on the road. Mark down everything down to the appropriate clearance prices and take it with you when you make brochure drops and deliveries. Ask every customer if they would like to stop and look at your bargain box. Label idea: I have special items that are 10% off! When you place your order you can purchase a special item at 10% off! Have a Raffle Have a monthly raffle. Everyone who enters is guaranteed to win - - each ticket stays in the running until a prize comes up for it. To get a ticket, your customer must spend $25 in one campaign (this helps increase your sales). If a customer’s sale is close to $25, remind them that if they buy $25 they get an entry in the raffle. Use gifts that are inexpensive, but tend to "hook" customers (core products versus giftables). Give away a makeover or personal skin care consultation as a raffle prize Do a lottery drawing the last Saturday of every month. Buy a roll of tickets (office supply store). The more the customer orders the more tickets the get. Put their name on the half you keep – give them the other half. Get cheap gifts out of the What’s New brochures and give 2 or 3 gifts every month. For every customer that has an order of $20 or more, place their names in a raffle and don’t tell them what they are getting. Get 1 big prize, 3 bottles of Skin so Soft, lip balms. The big prize is the first prize, lip balms go to the people who didn’t win and the SSS is for the 3 customers who are runners up in ordering over $20 Offer a Trade In Discount One of the biggest hurdles to selling is that the customers already have beauty products. Customers tend to not want to throw away a product because they don’t want to throw away any money, even if they don’t like the product. So offer a trade in discount for first time customers. When someone seems interested in one of our skin care products, or mentions that she doesn’t like the skincare she’s using, offer them a 15% discount on the equivalent Avon product if they give you the old one. Or, if a customers order is over $20, knock off a dollar off the bill for each unwanted cosmetic or skin care product that the customer turns in. Use your answering machine Don’t forget to leave a message regarding anyone who wants to leave an Avon order on your answering machine. You might have someone who doesn’t know you very well order, once they find out that you sell Avon. List "unadvertised sales" on your answering machine. It can be things that you have an overstock of that you would rather not return, such as a stock up on perfume. You can also do a small discount on bulk sales of one product.
Use samples Don’t just throw samples in the delivery bag for your customer to dig out, use two sided tape to stick the samples to the appropriate pages of a brochure. Don’t have lots of samples – spray the latest perfume on strips of construction paper to make samples OR get a box of fabric flower petals and spray the petals, these look nicer than the construction paper. Use this label on the back of a sample: "Present the empty sample packet when ordering and receive 10% off that item." This encourages the people to try the samples. Show your regular customers who don’t normally use our beauty products, show them a color chart and ask them what colors they normally wear. Then give them a personalized sample Beauty Bag. Going by the colors that they gave you, determine what would work for each customer. Choose a nail polish, lipstick, single eyeshadow and a blush. Place the samples in a plastic sandwich bag along with a sample of one of our newest fragrances. Close each Beauty Bag with a piece of curled ribbon that coordinates with their color pallet, i.e. pink ribbon for Pink/Roses, and purple ribbon for Mauve’s/Berries, etc. Then make tags on your computer that say: To: Customer’s Name From: Your Name Enclosed is your Beauty System Corals & Reds (for example) Put together samples that would offer a complete facial (cleanser, moisturizer) with instructions for use and add this: "Thank you for trying The Facial In A Bag. I have a wonderful special going on right now that only applies to the women who receive and try the Facial In A Bag. If you call me in 48 hours upon receiving and trying the Facial In A Bag, to give me your opinion on the products you tried, I will give you a FREE gift!!. If you Liked and want to purchase any of the products you will receive 10% off your Entire Order! I would love to meet with you one on one to customize a skin care program just for you that will meet all your skin care needs. Let’s get together!" Go to the craft section in Walmart and get the blown glass bottles/with cork lids (.45-.95) and fill them with bubble bath, potpourri or bath oil. Put a pretty bow with a label stating what is in the bottle. Have a Sample of the Month Club – contact your current customers and ask them if they’d like to participate in your "Sample of the Month Club". Explain what that means (they’ll receive a sample of one product each month and a "special offer"). On the 1st of the month, mail or deliver to each participant: a product sample with a copy of the product description, feature key ingredients and benefits from the products. Also include a "cosmetic fact" or something inspirational, a brochure with your name, phone, web page info, etc. an insert detailing the "offer of the month". REMEMBER the "special" should be offered only through the last day of the month. When they have had time to try the product, give them a call (tell them you’ll be making "random" calls to see how people like the product). Ask them how they liked it, and see if they’d like to place an order. You could also offer this "service" to non-customers (who don’t have a representative). Perhaps an office of ladies would like to be "club members". How to get started: Decide what product you would like to feature for the next month. Order samples – make sure you have enough. Start people getting excited about your new service – get them on your "club member" list. Get the samples out and follow up. Use this label: "Try the cream that I have enclosed with this brochure. Give it a try. Wash your hands. Open the packet. Gently rub it on the back of the left hand. Wait about a minute. Notice how nice it looks and feels after one application. Full size product is available on page ____". Use a post it note with this: PRODUCT SPECIAL FOR THIS CAMPAIGN: It’s ____________________, and I have a sample enclosed for you! (state the benefits) You may purchase the full size product on page ____. Order by ___________ and receive 10% off this product. Get the empty film canisters from a developing place. They will give them to you for free. Buy bubble bath and put a little sample in each container and hand them out when doing deliveries. Play BINGO
Give your customers a Bingo-style card with Avon products on the squares instead of letters and numbers. When your customers buy products corresponding to what’s pictured on the card, they can mark off that square. If they fill a certain number of these, they get a prize or discount. Or require that your customers fill their cards completely to receive a $30 personalized gift basket. This gets the customer to buy more, and to try new things that they might not have tried otherwise. Use the Bingo-style card as an Avon Frequent Buyers Card. Each quarter, issue a card with icons of beauty products. If a customer has purchased $25 worth of products in each campaign of the quarter, she is rewarded with an Avon gift basket worth $40. Play games Use word-search puzzles as promotional flyers. Go to the website www.wordturtle.com and have a puzzle make with the words that you supply. You can give a discount for anyone who sends the puzzle back finished. Customers who associate fun with AVON order more often. Fill an empty mayonnaise jar with lipstick samples. Take it with you when you deliver your orders and have your customers guess how may samples are in the jar. The winner gets a bag of freebies or a gift certificate for $5. Advertise in the brochure before you do this to get the interest going. Have a Book Party Put a label on your brochure that says: Show this brochure to your Family and friends, get a total of $125.00 in orders (before tax) and you can select $25 FREE Avon products! For every $25 over the $125, $5 Free product. Know your Customer Use fluorescent post it notes and write "Here’s What’s New". Place these on the fronts of your customers brochures when you know there is a sale on their favorites. Have a Party Try this: Let your customers know that you are having a Beauty Boutique. It’s a party where you can see and try all the products on the back of your hand, no mirrors, no taking off your makeup. Your customers get to see lots of the products and then enjoy each other’s company. This can be done with as few as 6 or as many as 20 people. Use coupons Print on post it note: Mention this coupon when you place your Campaign __ or Campaign __ order with me and you will receive a 10% discount on your order of $30 or more, or a 15% discount on your order of $50 or more. This coupon may not be used in conjunction with any other special offer or discount offered by me. Coupon must be mentioned when you place your order. THIS COUPON IS VALID FOR CAMPAIGN ___ OR ___. IT MAY NOT BE USED DURING BOTH CAMPAIGNS. DOES NOT APPLY TO OUR CLEARANCE MERCHANDISE OR "WHILE SUPPLIES LAST" MERCHANDISE. "This coupon good for 30% off one additional item when you purchase $25 or more. Coupon good on Avon Beauty Products only. Coupon expires ___________. Make " $1 dollar bills" out of dark green paper. Put two of the bills in each of your brochures and stick on a note that on the front of the brochure that says, "Find the free money and use it toward any order over $15 in this campaign. Increase your customer base One sure way to increase your sales is to increase your customer base. On average 1/3 of your customers will buy at one time. To increase your order size by $100 a campaign, try to add 12 new customers a campaign. 1/3 of 12 would be 4 customers placing an order. At $25 per customer that would be an extra $100 Give freebies Just think of what might attract prospects and make customers happy. Be creative. Be generous. The word will get around. It’s good for your reputation. Can you imagine the reaction if you included a label on your brochure that told the customers that next Tuesday you would provide something of significance with a purchase? Perhaps you label would say: Tuesday is Freebie Day.
Tape a lollipop to a couple of brochures and bring them (with extra lollipops) with you whenever you go to the store, bank or anywhere you will see people. Give a brochure to people you see with a kid(s), if they have more that one kid, give them extra lollipops for each kid (ask first if it’s okay). Visit your local retirement home Have an arrangement with the local retirement homes. Have planned days a few times a month and set up a table of Avon products, mostly overstock and new Avon brochures. Not only will they buy your overstock, they will order from you too. Customer Order Builders Give a gift certificate for 5% off their next order to the first person who orders $50 in a campaign Give a Paper Towel Note
Send out note card with a paper towel to all of your customers. "This may look like an ordinary paper towel, but its actually your ticket to a BOUNTY of savings. My shelves are spilling and SAVE, SAVE, SAVE!!!. The clean up sale will be dates (usually 3 days). Call me today to schedule your saving SPREE! On (first day) you will have a 20% savings, (second day) will be 15%, (third day) will be 10%. Your glamour collection will SPARKLE. You’ll be shouting VIVA la Avon, but you won’t be paying big BRAWNY prices! DON’T PASS UP THIS GREAT OPPORTUNITY FOR EXCEPTIONAL SAVINGS! Note: you can have more days and start your percentages even higher if yo over with color cosmetics, skin care, fragrance, body care and private spa collection and other limited editions collections! You can use this paper towel to do a quicker, picker upper