Friday, November 25, 2011

Thanksgiving Cards


Happy After Thanksgiving!!!
I hope you all had a wonderful Thanksgiving and that you survived any Black Friday shopping you may have done. 
Tomorrow is Small Business Saturday – a promotion started by American Express to encourage doing your holiday shopping with small businesses to help support the local economy.  Reach out to your customers this weekend to remind them why shopping with you is preferable to shopping the big box stores.  Also consider doing your holiday shopping with other home based businesses.  I know many Direct Sales representatives and home crafters here in the valley and can help you find just about anything you might be looking for, just ask.

In the spirit of Thanksgiving - How are you thanking your customers this holiday season?  Gratitude felt and not expressed is like wrapping a present and leaving it on your shelf.  Showing our customers how much we appreciate them is a key factor in customer loyalty, and of course we all appreciate our customers since they are the reason for our business so we should “give” that gift instead of holding onto it.

Most businesses that send cards to their clients tend to acknowledge Christmas or Birthdays.  One way to set your business apart is to recognize your customers on other occasions.  In the case of sending cards this makes the card something unexpected and unique and keeps it from getting lost in the shuffle or all the other cards they get from business as well as friends and family.

This year I decided to do Thanksgiving cards.  I took advantage of the free postcard offer from Vistaprint.com and got 100 postcards printed with a short message on them, letting my client know I’m grateful for their presence in my life and offering the small token of a free lip balm on their next order.  Its not too late for you to do the same.  Let them know that while you were thinking of all of the things you were thankful for this Thanksgiving you realized that they are something that you are truly grateful for and wanted to acknowledge them.

You can really pick any holiday that you enjoy, you could even do a search online for little known holidays that might be fun to acknowledge.  For instance a quick search turned up National Chocolate Covered Anything Day on December 16th.  What a great excuse to give your customers a couple of pieces of chocolate with a note letting them know how much you appreciate their business.

Another way that I thank my customers during the holidays is to give out the beautiful calendars that Avon produces for us.  I have long standing customers who look forward to these calendars every year and several who even like to get extras to share with their families. 

To make the calendars extra special, I include coupons that the customer can use after the first of the year.  This year I’m including a set of 5 coupons that are good for Campaigns 1-7 of 2012.  They are:
          $5 off any order of $50 or more
          Free lipstick with order of $25 or more
          Free hand cream with order of $15 or more
          Place an order of $35 or more and get one additional item at 25% off*
          Take 10% off any 3 skincare products
*being a President’s Club member I get a guaranteed 40% on all full earnings items and 25% on fixed earnings items so I would at least break even this deal.  If you are not yet a President’s Club member, you’ll want to limit this to no more than 20% since that’s what you earn on fixed earnings products. 
Each coupon has a note on it that the coupon cannot be used with any other offer so they can’t stack up all the coupons on a single order, which means in order for them to use all 5 coupons they would need to order 5 times between Campaign 1-7.  

What ways have you used to tell your customers Thank You? 

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Have a wonderful weekend.

Best Wishes,
Chris Arnold

Chris Arnold
Avon Gold Leader
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Friday, October 28, 2011

Be Prepared, part 2

Hello Everyone,

Last time we talked about what to bring with us whenever we leave home so we are ready to do business anywhere we go. This time we’ll look at other ways we can be prepared to take advantage of every opportunity to build our business and offer our customers the best possible service.

Just as important as the THINGS we take with us is the INFORMATION we take with us..

1. Review your brochure each campaign with an eye for what is on special this campaign and where key products are featured in the brochure so you can help customers find what they are looking for quickly and provide them with accurate information about pricing.

2. Know your order/delivery dates. The 2 most common questions I am asked are “when does this order go in?” and “when will this order be back” Not to mention this is vital information for your customers if they are going to have the payment for their order when they need it.

3. Know your products – Pick 2 or 3 products each campaign and learn all you can about them. The What’s New is of course your best source for new items. For existing items the brochure and the product reference guide are good sources. Also check out the product specific training on the campaign tools and training tabs of youravon.com. Some of our product lines even have Beauty of Knowledge online training courses devoted to them.

*****

“Each and every year, millions of 1⁄4-inch drill bits are sold, yet nobody buying any one of these 1⁄4-inch drill bits actually wants a 1⁄4-inch drill bit.

Then, why do they buy them? Because they want a 1⁄4-inch hole!”

I found this old saying in Bob Burg's Blog on 9/14/11 and it’s a wonderful illustration of why customers buy a particular product. It’s not the product they want, it’s the result. For our customers that result could be fabulous lips, smoother skin, or the joy they get from seeing their home decorated for the holidays. When we focus on what the customer is really looking for, and then finding the right product to give them that result, ultimately our customers will be happier, more loyal customers.

Be sure to click over to Mr. Burg’s blog at the link above and read what he has to say about “positive persuasion and that all important ¼ inch hole” And I’m a pretty big fan so I also have to point out you really can’t go wrong if you then click over to any of his other posts.

Chris Arnold
Avon Gold Leader
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Friday, September 30, 2011

Are you Prepared?


Happy October

Are you Prepared? Part One
We are in our busiest time of the year.  This is a fantastic time to find new customers and to increase the orders from your existing customers. 

Every day there are things we need to make sure are in place so that we can take advantage of every opportunity to expand our business that presents itself.

We need to make sure that we have the supplies we need wherever we go.  The essential supplies are:
1. Brochures – These are your store.  You need to be sure you have a brochure handy anytime you meet someone you would like to invite into your store.  You can also leave them places you visit or pass during your day such as:
        Waiting rooms
        Your customer’s neighbors
        Leave a few extra with an existing customer to pass on to friends or co-workers
       
2. Business Cards – are a small but powerful tool in getting your name out as the Avon Lady in your area, and anywhere you go.  And they can go places our brochures sometimes can’t
    Bulletin boards or the car next to yours in the parking lot or the mirror in the public bathroom.
    Some businesses will have a place where you can leave a small stack of cards for their customers to pick one up.
    Hand one to the people you meet but don’t get a chance to connect with.

3. Notepad and Pen – This is probably the most valuable tool of all.
        Take down information for the people you want to follow up with
        Write down orders you get while you are out so they are all together until you can get them entered on youravon.com.
        Make note of anything you promised to find out and get back to someone on. Don’t trust your memory no matter how good it is..always write it down and be sure to follow through.

*****
What I’m reading this week:  Eat That Frog! 21 Great Ways to Stop Procrastinating and Get More Done in Less Time by Brian Tracy

*****

Chris Arnold
Avon Gold Leader
Contact Me
Join the conversation on the team Facebook Group
Missed an Issue of Meeting in Your Inbox? View the archives here Check out the Featured Training of the Week here Get Back to Basics with the New Representative Tips Series 

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Friday, September 2, 2011

Persistence

Happy September!!!! I hope all of the families with little scholars had a great first week of school. Here’s this month’s Meeting in Your Inbox.

Whenever you try something new to expand your business… how many times do you try it before you give up? Do you give someone a book once and then figure that if they don’t order they must not be interested. OR do you consider that maybe it just wasn’t the right time for them to buy? Maybe they were a little short on money this week, or they had just bought shower gel and body lotion somewhere else and don’t need any for a few weeks. What if they have gotten Avon books from reps in the past who they never saw again, and they are waiting to see if you are going to be reliable before they place an order.

What if you come back to that person next month? Or the month after that? What if you make sure that the next time that person starts to run low on night cream she see’s the latest Avon brochure that you have made sure she has? Could you have a new customer then? Absolutely!

I would estimate that maybe 1 in 10 of the new customers I get order from the very first book I give them.

Have you offered a brochure to a cashier who was not interested, so you just stopped offering brochures to clerks? What if the very next cashier you met could have been your next best customer?

Have you left a book somewhere and didn’t get a call so you didn’t bother to go back and leave another? What if the next person to sit down in that waiting room just lost her Avon Representative and has been looking for a new one.

There are A LOT of people who are looking for an Avon representative, and many more who would love what we have to offer if given the opportunity to try it. The way to find those people is to keep talking to people.

Persistence
Statistics show that 80% of all sales are made after the 5th call. 48% of all sales people give up after the 1st call. 25% give up after the 2nd call. 12% make 3 calls then stop. 5% quit after the 4th call. A mere 10% of all sales people keep on calling after the 4th call and to this persistent 10% goes 80% of all sales.

How many contacts are you making with a potential client before you give up?


Have a wonderful weekend and as always feel free to contact me any time I may be of assistance.

Best Wishes,
Chris

Chris Arnold
Avon Gold Leader
Contact Me
Join the conversation on the team Facebook Group
Missed an Issue of Meeting in Your Inbox? View the archives here Check out the Featured Training of the Week here Get Back to Basics with the New Representative Tips Series 

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Friday, July 8, 2011

Increase sales using Helpers


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How would you like to increase your sales…without increasing the number of deliveries you have to make each campaign? Business Helpers are a fantastic way to expand your reach to additional customers without a significant increase in the amount of time it takes to service those customers.

What is a Helper? A Business helper is someone who shares their brochure(s) with their personal contacts, takes their orders, collects the payment and delivers the orders.

How can Helpers save you time while increasing your sales? By delivering several orders to a single customer you increase the dollar amount of that customer contact while spending the same amount of time with that customer.

What incentive is there for someone to become a Business Helper? You can reward your business helpers with free product, a discount on their personal order, or a portion of the orders they bring you. My current helper program is to give the helper a discount on their personal order based on how much she brings me in other orders.
If she brings me $50 in orders besides her own I give her 5% off her order
If she brings me $100 in orders besides her own I give her 10% off her order
If she brings me $150 in orders besides her own I give her 15% off her order
This encourages her to work for larger orders to increase her discount, and the orders we get from our helpers will increase our total order, and raise our personal commission percentage on all our orders, which can more than covers the discount given on the helper’s order.

Which customers should you approach about being a Business Helper? Any reliable customer who has a circle of people they know that you don’t. They can share the book with their family, co-workers or any social groups or organizations they may be a member of. Start with the customers who place orders regularly, especially those who work outside of the home. Also look at customers who have expressed an interest in ordering more, but don’t because of money concerns.

Business Helpers are also a fantastic source of recruits for representatives in our Leadership Program. Being a Business Helper lets them try before they buy so to speak. They get to see how successful they will be at finding customers and get a very small taste of what they could earn as a representative. Each campaign you can put a little note in your Business Helper’s order that says “You saved $x.xx this campaign by sharing Avon with your friend and family. As a Representative you could have earned $x.xx on the orders you had this campaign.”

As with all customer orders you will not deliver product without payment in full so your helpers should plan to collect from their customers prior to the scheduled delivery date.

~*~*~*~*~

Chris Arnold
Avon Gold Leader
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Join the conversation on the team Facebook Group
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Friday, June 10, 2011

Don’t let Summer Vacation bring your business to a halt.

Don’t let Summer Vacation bring your business to a halt.

Are you planning a trip this summer? Are your Customers?

With a little planning you can keep your business running smoothly throughout the Summer Vacation season.

First you will need to plan for your own vacation. Review your Representative Processing Schedule to see where your trip will fall in your order cycle. If you will be gone when your order is due you’ll have 2 options for submitting your order.

If you will have internet access while you are away, and don’t mind taking time out of your vacation to do a little work you can keep the order open, then check your voicemail, email and order cart around the same time you would normally submit your order to pick up any last minute orders before sending it to Avon.

If you won’t have internet access, or just want to leave your business behind while you are away, you can let your customers know they will have to have their order in earlier than normal and simply submit the order before you leave. Make sure to follow up with your most important customers before you go, and you can use the backorder function on your next order for any other orders that come in after you send your order.

If your vacation falls when your order is due to be delivered you’ll need to make alternate arrangements for your delivery. The best option is to have a neighbor watch for the order and either keep it at there house until you return or put in your house if they will have access.

Alternatively you can set a temporary delivery address where your order can be delivered to a friend, or family member for them to hold until you return. If you live in Las Vegas you are welcome to have your order delivered to my home and I can hold it for you to pick up when you return.

Be sure to let your customers know that you will be unavailable during the days of your trip. You can tell them when you see them or talk to them in the weeks leading up to your trip, and I also suggest changing your outgoing voicemail message if you will not be making call backs while you are gone. I do recommend saying that you will be out of the office rather than out of town so as not to advertise an empty house.

Lastly you’ll want to let your customers know ahead of time if you will need to alter the regular delivery schedule. Keeping your customers in the loop is the key to making sure they continue to have a pleasant Avon experience.

Chris Arnold
Avon Gold Leader
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Join the conversation on the team Facebook Group
Missed an Issue of Meeting in Your Inbox? View the archives here Check out the Featured Training of the Week here Get Back to Basics with the New Representative Tips Series 

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Saturday, February 19, 2011

Training of the Month ~ February 2011


Jennifer Fong is a corporate consultant and speaker who teaches direct selling companies and individual direct sellers how to use social media effectively as a business building tool. Her blog is www.jenfongspeaks.com and addresses the unique issues involved combining a Direct Sales Business and Social Media. I’ve found I agree almost entirely with the points that Jennifer Fong makes in her posts so I’m perfectly happy to refer you to her website for this information rather than type up my views on the topic.

The first article on the blog I would recommend would be this one:
http://www.jenfongspeaks.com/how-to-use-facebook-profiles-and-pages-for-your-business/ It includes several links to previous articles which will take you through the basic whys and hows of using Facebook to promote your business.

There are many more fabulous articles so I highly recommend looking around on the site, and even subscribing to the blog so you can keep up with new posts.

Chris Arnold
Avon Gold Leader
Contact Me
Join the conversation on the team Facebook Group
Missed an Issue of Meeting in Your Inbox? View the archives here Check out the Featured Training of the Week here Get Back to Basics with the New Representative Tips Series 

Become a Representative

Not an Avon Representative yet? Join our team today and earn $1000 in your first 90 Days.  Contact me for more details or sign up today here.