Monday, November 6, 2017

Vendor Events Made Easy

 Keep Your Events Simple


At a recent vendor event I made a short video showing my display and sharing ideas on how to keep your events simple. Often representatives hesitate to do craft shows or community events because they feel they have to have an elaborate display, or a lot of stock for on hand sales. Even the most simple displays can result in a successful event if used properly. 

My Tips for Event Success

  • The most important things to have on your table are brochures and a way to collect people's contact information.  If you have these 2 things you can have conversations with the people at the event, share the brochure and get their information for follow up.
  • Add height to your display.  Rather than displaying all of your product on one level on the table top, look for ways to add height and visual interest to your display. While the risers that I use in my display are purchased specifically for that purpose there are lots of inexpensive options available to you. Starting with the boxes our orders ship in You can arrange them on the table before putting on your table cloth to add an extra level to the display.  Decorative boxes and stands can be found at craft and home decor stores as well as the dollar store. You can also use everyday house hold items such as candle holders or even a vase turned upside down. 
  • The number of products on display doesn't matter. Have a few things that you are excited to talk about or that are top sellers for you. Cover multiple product lines if possible to appeal to a wider variety of people. It doesn't even need to be the latest and greatest thing. Many people who you meet either haven't seen a book in a long time or may even be new to Avon so anything can be new to them. 
  • If you are going to have stock on hand, don't pile everything on the table. Keep duplicate items under the table to keep your display from looking cluttered.
  • Stand up at your table, in front of the table if possible.  Stay off your mobile devices and be careful about getting too involved in conversation with helpers and other vendors. You want your table or booth to be inviting and tables with distracted vendors tend to be less inviting. And you don't want to miss your next best customer or team member because you were checking Facebook when they walked by. 
  • Be sure to bring your smile and a positive attitude. Smile at everyone and say hello/good morning/how are you today to every one, even if they don't look at your table. If they walk by greet them with a smile. The perfect event is rare so make the most of the event that you have, no matter how imperfect it may be.  If you dwell on whatever may be less than perfect it will affect your success at the event. If you focus on the most important thing, talking to as many people as you can and making the most of those contacts you will have the best possible event.
I will add an additional thought about cash and carry at events. If what you are looking for at an event is new customers who are going to continue to order from you, remember you train customers how to be YOUR customer. Do you want customers who understand the normal process is that you look at the brochure or the website and choose products, place your order and receive the products a week or two later, or do you want customers who are only buying what you have in front of them at that moment. If you plan to spend every possible weekend at a vendor event of some sort then focusing on cash and carry would be a good choice. If you want to do an occasional vendor event to build your customer list and team then you want to focus on making connections and teaching those people how being an Avon customer works and showing them the value and benefits of being your customer, not just selling them something off your table.

Chris Arnold
Avon Independent Sales Leader
Contact Me
Join the conversation on the team Facebook Group

Become a Representative

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

Thursday, October 26, 2017

Getting the Most out of Your What's New Brochure

Getting the Most out of Your What's New Brochure




Chris Arnold
Avon Independent Sales Leader
Contact Me
Join the conversation on the team Facebook Group

Become a Representative

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

Thursday, September 14, 2017

Basic VIBE Training

Basic VIBE Training



 


Chris Arnold
Avon Independent Sales Leader
Contact Me
Join the conversation on the team Facebook Group

Become a Representative

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

Sunday, September 10, 2017

Getting Customers in Businesses and Schools

Tips for Finding New Customers and Team Members

Business and School Prospecting


 

Eventually we all run out of people we already know to talk to about Avon.  That's when we start looking at ways to find new people who might be interested in Avon products or the opportunity. Businesses are a great place to look for new customers and team members, and not necessarily just the ones you are patronizing. We all pass many businesses as part of out regular routine and they are all possible sources of new contacts.

One specific type of business you might want to try are schools. Early in the school year is an especially good  time to visit schools because they may have lost their Avon Representative over the summer. When I approach a school I bring 2 brochures with recruiting flyers and one of my goodie bags.
The goodie bag includes:
  • a hand cream or lips balm labeled with my name, phone number and online store address
  • a You Are Beautiful sticker - I get these from you-are-beautiful.com
  • fragrance sample labeled with my name, phone number and online store address
  • business card with my picture* and promo card with discount code for online orders  
  • 1/4 page flyer with information about getting regular brochures on one side and recruiting message on the other
 *Having your picture on your card furthers the know, like and trust relationship. In general people tend to like to do business with people they know, like and trust.

These goodie bags are a pretty inexpensive way to build good will, especially when you stock up on hand creams and lip balms when they are on clearance in the Outlet.

In schools I go to the main office and say "I was making some deliveries in the area and just wanted to stop in and see if you are getting Avon service." If they take the brochures I plan to come back next campaign and drop off new brochures.

For other types of businesses I do a community appreciation event using sample packs.
The sample packs include:
  • a You Are Beautiful sticker - I get these from you-are-beautiful.com
  • fragrance sample labeled with my name, phone number and online store address
  • business card with my picture* and promo card with discount code for online orders  
  • 1/4 page flyer with information about getting regular brochures on one side and recruiting message on the other
  • skin care or bath and body sample, labeled with my name, phone number and online store address
  • recruiting flyer
In businesses I says something like:
 "Hi I'm Chris with Avon and I was running some errands in the area and wanted to stop in and offer you some free samples." 
"Hi I'm with Avon and we're having a Community Appreciation event so I wanted to stop in and offer you some free samples."

Then I'll count the employees or ask how many people work there and give them that many sample packs.  If they seem interested I will also offer them a brochure and I will get a business card or contact information so I can follow up. If a particular person seems interested I'll ask for their personal contact information so I can follow up with them personally and so I still have a way to get in touch with them if they are not at the business when I come back.

Take advantage of the sample bundles in the What's New to save money on the cost of the sample packs and goodie bags.  The A Boxes can also be a good source for mini products to use in goodie bags.

Prospecting this way may not result in instant customers and team members but you will be planting seeds and getting your name out in the community.  Over time if done consistently this will build your business.

Chris Arnold
Avon Independent Sales Leader
Contact Me
Join the conversation on the team Facebook Group

Become a Representative

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

Wednesday, August 16, 2017

Tuesday, August 1, 2017

How Many Brochures Should I Give?

How Many Avon Brochures Should I Give?

 

Today I want to look at some options for getting your brochures in customer hands, but one common question that comes up is how many brochures do I give the brochure to a prospect or customer who hasn’t placed an order so we’ll take a look at that first.

When this topic comes up on representative groups on Facebook you will see everything from reps who cut someone off if they haven’t ordered by the 3rd brochure to those who say never stop giving them brochures.  I think the sweet spot is somewhere in between. 
First, you have to remember, the brochure is your store, if the customer or prospect does not have a brochure, they can’t come into your store. Yes, we have the online brochure and that is a fantastic tool, but even my customers who shop online prefer to have a brochure in hand that they can flip through.  However brochures are an expense, sometimes our biggest business expense so you do have to establish limits on how many brochures someone gets without actually making a purchase. 
There is no hard and fast rule for how many books someone should get but there are a few things to keep in mind.  Few people place an order the very first time they get a book, this is why it is so important to get contact information from anyone you give a book to so that you can get them future brochures. In general people tend to  see a marketing message 4-8 times before they respond to it  and reality is that Representatives come and go so customers need to see that you are reliable and are going to stick around. So I certainly wouldn’t stop after only 3 brochures, however giving a brochure every campaign until the end of time isn’t cost effective either.

My personal guideline is to treat the brochure like a magazine subscription. Anyone can get a 6 month subscription, but to continue that subscription they have to place an order once every six months. I also have people that get the brochure only every 3rd campaign for a year and some that only get every 6th campaign for 2 years. These are typically customers who don’t order as often or and don’t need every brochure. Once someone’s subscription “expires” I send them a postcard letting them know and sharing other ways they can stay in touch, including viewing the brochure on my online store or following me on Facebook.  Even after someone is not on my regular mailing list they go on a list of people who used to get the brochure and they will get 1-2 books a year just in case they are ready to start ordering again. 
Postcard I send people when their "subscription" ends
Aside from using a customer’s order history as a way of deciding how many books to give them, there is one other surefire way to determine how often a customer needs a brochure…ASK Them. Maybe they know they are only going to order once a month, or every couple of months.  Or maybe they only order one favorite product so you can just let them know when it’s on sale and then just give them a brochure in their order so they can see what’s new.  And you will have customers who are more than happy to view the brochure online or just browse through the online store.



One of the most important steps you take each campaign is getting brochures to your customers and prospects, after all, your brochure is your store.  The most obvious way to distribute brochures and the method you are probably using is to take them to the customers and prospects personally.  

Tips for giving books to your customers in person
      Make a tracking sheet with all customers and prospects so you can check off when each customer receives their brochure so you can easily see who still needs one. See example below.  Arrange the people on your book list into a route for the most efficient drop off. 

Example of Customer Follow Up Log


     Work your book drop offs into your regular routine…give them a book when you see them, drop off all books in a neighborhood while you are making deliveries in the area.
  
      Use the clear literature bags to hang the brochure in a convenient location if you are dropping off the book when the customer is not home. Whenever possible ask them where the best place to leave the book is. No point leaving the book by the front door if they always enter their house through the garage.  Note – it is a federal offense to put anything in the mail box unless you are the mail carrier, even if the resident gives you permission. 
  
      For those customers that are out of the way or that you don’t see as often, consider giving them 2 brochures at a time. Be sure they know the order dates for both books or that they can take advantage of the backordering option.


As your business grows you may start to find it is more difficult to get all of the brochures out each campaign. Mailing brochures is a good option for getting the brochures out when you just can’t make the rounds yourself. And while mailing brochures is an expense you have to take into account that you will be saving gas and wear and tear on your car, and more importantly that you will save time. Time that could be spent on activities that create more income in your business, or time that you can spend with your family or doing things you enjoy.  So consider the benefits when looking at the cost.
3 ways you can mail your brochures
      Regular first class mail through the post office. This is the most expensive option but the best choice if you are only mailing a few brochures. The cost will vary based on the weight of the brochure but you’re looking at a couple of dollars each brochure in postage. I have seen some representatives suggest sending the brochures using media mail because they are printed materials but the post office does not allow marketing materials, which our brochures are, to be sent by media mail. Even if they accept it initially the postal service has the right to open any mail sent as media mail and if they determine it is not eligible they will charge the additional postage, and your customer may be the one getting the bill. 
      Campaign Mailer ( https://www.campaign-mailer.com/cp/index.php ) is a service offered by an Avon Representative who has a bulk mail permit.  They provide the brochures, prepare them for mailing and mail the brochures at bulk rates. The service cost from $.99 to $1.39 for each brochure depending on how many you are mailing. That includes the cost of the brochure so you won’t need to order as many brochures. 
      Bulk Mail through the postal service. You can get a permit which allows you to send at bulk rates through the postal service.  The bulk rates are significantly lower than first class and vary based on the weight of the brochures and how many you have going to a particular post office or zip code. In addition to having a bulk mail permit you need to be mailing a minimum of 200 identical pieces to qualify for bulk rates.  The best resource for information on bulk mail is the postal service, but you can find a great beginner’s guide to bulk mail at savepostage.com . I started bulk mailing my brochures about 17 or 18 years ago and had a significant sales increase because my customers were getting the brochure more consistently so the cost was well worth it, especially since it meant I was no longer spending entire days driving around dropping off brochures with my daughters in tow.  If you don’t already have 200 customers you can fill out your list by mailing books to other addresses in your customer’s neighborhoods to find new customers. Or you can get together with other representatives and mail your books together.



Chris Arnold
Avon Independent Sales Leader
Contact Me
Join the conversation on the team Facebook Group

Become a Representative

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