Thursday, March 19, 2015

Avon Tips 3a ~ Maximizing Your Brochures

Maximizing your Brochures: Your brochure is your store and probably your biggest investment in your business.  Here are just a few tips to help you get the most out of each brochure you hand out.

 1.  First and foremost make sure you can follow up on as many books as possible. Don’t just send the books off into the world and then sit by waiting for the phone to ring, make sure you have a phone number or email so you can follow up with them. Our customers lead busy lives and have many things that can keep them for picking up the phone or sending off that email. When you call the people you have given book to and ask if there is anything they need you are providing a service to them that very few others do and when they have the products they love when they need them they will be glad you called. When we call to see how they liked a sample we gave them we show that we value their opinion, and really care about finding them the right product for them. When we make sure to let them know when their favorite products are on sale they are going to appreciate us saving them money. EVERY campaign I increase my order by doing follow up calls. Not every person I call has an order but most at least thank me for checking in with them, and those that do have orders but haven’t had a chance to call, are VERY grateful.

2. Ask about the fries – I’m sure you’ve all heard the question “would you like fries with that?” at your favorite burger joint. There is a reason this question is so popular. Any time we recommend an add on product we are doing a few things: making the customer aware of a product they may not have noticed in the brochure, may not have considered purchasing at that time, or may not have realized was at a special price. We are also subconsciously giving them permission to get that extra item.

3. Focus on the front and back covers. Make sure that you show each customer the product on the front and back covers of the brochure. The product on the front of the brochure is set up to be your big seller for the campaign and the product on the back will be your door opener or add on product. I always try to sell at least one of the item on the back cover to each order.

4. Choose 2-3 hot deals each campaign that you will point out to key customers. Those that you know already use that item and might like to stock up while it’s at a great price, or those who you think would like to try it and get a great deal on something new to them.

5. Use suggestive selling – anytime someone buys eye shadow or eye liner we should be reminding them that they should be changing their mascara every 3 months and ask if they need a new tube. If they are buying a lipstick you can suggest our lip conditioner or a lip balm for them to use at night to keep their lips soft and smooth so that new lipstick will look fabulous during the day. If they are buying a daytime moisturizer we should be asking if they have a good eye cream, or need a good cleanser that will compliment the cream, or if they have the appropriate night cream. When they buy hair care products we can recommend complimentary products …you get the idea

6. Know your brochure - make sure you are reviewing your brochure each campaign so that you are better able to help your customers find the products they need or that great deal on their favorite products. Our customers don’t always have time to really look at all we have to offer in our brochures. It’s our job to know our brochure and our customers so that we can make sure they see the things that are most important to them.

7. Last but not least make the most of your brochures by making sure you have enough of them. You should always have enough brochures to give one to each existing customer, enough to have your existing customers share with anyone who they think deserves the excellent service that you can offer, and enough to give to all of the new potential customers that you meet each day. Any time you meet someone who is interested in Avon and you don't have a book to offer them it is like they walked up to a store with locked doors.  

Be sure to check out the Brochure Store Map "What's Now" in each edition of the What's New.  This can help you narrow down what products to highlight in a campaign and give you tips on how to sell the featured products. 

What questions do you have about this or any other aspect of your Avon business? I'm always happy to hear from you. 

Chris Arnold
Avon Gold Leader
Call or Text 702-501-8704
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