Converting Prospects Into Buyers With The Power Of Free
Last week we talked about the Power of Free!
So, today, let’s talk about how to use that to convert prospects into buyers.
You’ve used the Power of Free to get yourself officially established online.
People are starting to know who you are, what you do, and are interested in what you have to say, and you have an increasingly growing list.
You are now on your way to profiting from that revenue stream.
Growing your Avon business is pretty simple.
There are only 4 main steps:
- Prospecting for new customers & recruits.
- Getting a brochure (either paper or digital) to every customer every campaign.
- Following-up with every customer you gave a brochure to every campaign before you place your order.
- Take the order, submit it to Avon and deliver to your customer, or send them to your Avon Online Store to place their order
And then Rinse and Repeat.
It’s really that simple. You just do these 4 steps over and over again, and you will have a strong Avon business.
We have our Daily 8 System to help you work on the activities that will help you grow your business.
The Daily 8 system is a proven formula
When followed consistently, the Daily 8 Plan will help you maintain the consistency required to build a thriving team and an exponentially expanding residual income.
Instead of working 8 hours a day, 40 hours a week, your goal is to capture 8 POINTS a day, 5 days a week for a total of 40 POINTS per week.
Follow this plan consistently for 90-days and teach your team to do the same. At the end of 90 days, REPEAT and then REPEAT again. This is your Daily Method of operation.
The real secret to your Avon Business success is that there is NO SECRET!
It simply takes a simple plan and the dedication and commitment to WORK THE PLAN consistently! That’s it!
Want to be part of our Daily 8 Challenge?
And be sure to join our Online Beauty Biz Facebook Group for all the fun!
Learn more about Automating Your Follow-Ups To help you with the Daily 8 Challenge.
Everyone is welcome! Whether you’re on our Avon team or not, we welcome you & invite you to join in. 🙂
Today We’ll Talk About Using the Power of Free to Convert Prospects Into Buyers
So now we are ready to graduate from the Power of Free and move on to the power of the almighty sale.
That’s right! You can now begin to focus your efforts on actually selling rather than investing your valuable time and efforts into free products to simply market your business.
Let’s not get too far ahead of ourselves, though.
Those free products remain and will continue to be extremely important to the growth and success of your business.
Just to be sure we don’t forget just how important those “free” efforts truly are, let’s quickly review what they are:
Power of Free Product Review
Just because we are moving on in our training does not mean that you should move on from the important steps we have taken so far.
You will continue to work diligently to create awareness and generate interest because remember, your list is never complete – it should be a living, breathing, growing document!
You can never create too much awareness or generate too much interest because at the end of the day, growing your business is a continual, never-ending process.
Remember to focus your attention on helping your potential customers.
Solve their problems and help them find solutions.
Even as we move forward into selling products, it is important to always keep in mind: you are helping your customers.
Products you will continue to use to create awareness:
- Tips Lists
- Email Series
- Product Samples
- Avon Promotions
You are creating these free products in order to build your list, and either add them to your AvonNow Address Book or your personal Email List – preferably both.
So as we move forward, keep in mind that you will continue to create free products, but you can now begin to focus on actually selling products to the customers who have opted in to your list.
If you missed it, or want a review, you can find our Power of Free Training here.
Power of Free – Same Skills, New Purpose
Many times, Avon Representatives will give perpetual discounts in order to obtain a sale.
What does this mean?
Sometimes Avon Representatives give away their entire commission to customers on a regular basis just to make their monthly quotas.
So, for example, if a Representative receives a 25% commission, they will offer their products at a 25% discount.
This is not a good idea on many levels. But most importantly, it is not a good idea because you are not making any money!
Some Representatives feel the need to entice customers with a better offer than their sister Reps, just to get a sale.
Now, there are times when this might be a good idea. So let’s touch on that before we move on.
Currently, Avon is offering special WOW Deals for $50! These are bundles valued at well over $125 each.
Let’s say you’re working hard to promote to the next level or earn the next incentive.
In this case, I see no problem with you offering them at your cost, or even somewhere between your cost and the selling price in order to entice sales.
But this should only be used in situations such as this, where you’re working hard to achieve an imminent goal.
And it should be only for a very limited time, i.e., “My order will be submitted on Monday at 5pm, so this deal ends at that time.”
Avon already offers amazing prices. And customers can get Representative Sell Price by shopping with you. Avon already takes care of that.
There is no reason for you to cut your prices lower.
But here’s where all that work you’ve done really comes into play and can help you stand out from all the other Representatives.
You can start to pair your Avon products with information products that you develop to meet the needs of your target market who buys them
This is how you are giving them a better deal than those consultants who cut into their pricing and commission!
For example, let’s say you want to sell a skincare regimen.
You could pair the sale of the skincare regimen with a tips list, The 30-Day Skin Care Challenge: One Skin/Beauty Tip a Day to a Brand New You!
And sell the two together as a set.
You could even match it with a makeup sponge or applicator that you can purchase from the dollar store.
Or match it with some other Avon product samples that will go together well with the set.
The good news here is that you will not need to learn or develop a new set of skills.
We have already discussed how to create these valuable products with the intention to offer them for free in order to create awareness and generate interest in your business.
Hopefully, you are now comfortable with the process of producing these items.
The bad news is that it is often difficult to feel as though you are gaining momentum when you transition from giving away your products for free (which is often well-received for obvious reason!) to pairing them with products to sell.
Once you make this transition, it can be disheartening when it feels like the growth of your list suddenly comes to a halt.
Do NOT get discouraged!
Not everyone who opts in will become a paying customer.
But it’s true that they are more likely to purchase your products simply due to the fact that they have opted-in in the first place.
But, unfortunately, there are no guarantees.
On the other hand, look at the glass as half full.
Your list consists of people who are aware of you and your business, they are interested in what you have to say and have already been exposed to your expertise via one or more of your free products.
All of this works in your favor.
Everyone Loves a Deal
When first starting out, it is important to offer low-cost products.
Although Avon products may be well known, your business is technically “new” and you will have to take some time to prove yourself and get customers to realize your products offer them a solution.
Even some of the most established online business owners know and understand the importance of a “deal”.
Your customers would like to feel as though they are getting something for free, or at least at a discounted rate.
So how do you accomplish this without giving away everything for free?
First, keep these three important things in mind:
1 – Low-Cost, High Value
You will assign a value to the information products you have created. We’ll call these added-value products to eliminate any confusion between these are your Avon products.
Offering low-cost added-value products will help, not hurt, your business.
Once customers realize the value you are offering them with quality Avon products combined with information, they will be more likely to purchase more from you on a regular basis.
2 – Percentage Power
Rather than simply offer your added-value products at an ultra-low price (which, if you aren’t careful, can make it seem as though they are cheap for a reason!) price your added-value products two ways.
Determine the price you would like to charge for it and then determine the discounted price you are willing to charge for it.
The skin care regimen you want to sell is valued at $75 and you have decided to give a tips list, The 30-Day Skin Care Challenge: One Skin/Beauty Tip a Day to a Brand New You!
- You think the Tips List is worth $25.
- You charge just the price of the skincare regimen ($75) and give the tips list for free.
- The difference is $25, or 25%.
- If you offer this combined set of a premier skincare regimen with the tips list to your customers for the flat rate of $75, they may be willing to pay for it, but they will not feel they are getting a deal.
- Instead, offer the report at the discounted rate of 25% off the original price.
- You can illustrate the original price with a strikethrough and display the “discounted” price in bold.
- Skincare Regimen & 30-Day Skin Care Challenge – $100, Now only $75!
- Now that customers know they are saving money, $75 is all of a sudden, a great deal and this offer is enticing.
- Customers are much more likely to take advantage if they think they are getting a deal, even if it is for the same price.
3 – Quality for Quantity
The value of your low-cost added-value products will not be determined by their small price-tags. It will be determined by the increasing number of products you will start to sell.
The quality of your work will shine through and your customers will quickly begin to see just how valuable your expertise, your products and your business really are.
So, the more quality work you put forward, the larger quantity of work you will sell and gain a profit from.
But also keep in mind that the goal here is to work smarter, not harder.
The better your products are (both your Avon products and the information products you create) and the higher quality they are, the more you will sell.
So it’s not about producing more than you earn. It’s about earning more than you produce.
You have to spend time to make money and then find ways to leverage that time (aka reselling products already created, planning emails you can reuse to new people, etc).
If you walk away with one thing from this training, it’s that very point.
Nothing – not even your free added-value products – come without a cost.
But the end far outweighs the means.
Let’s review what else we have learned in this training:
- It is critical to continue to create and promote free products because you can never grow your business enough.
- The key to earning a profit is to start low. Create and offer low-cost products at a “discounted” rate to entice your list to pay for your services.
- Work smarter, not harder by creating quality products that speak to the value of your business.
Again, the common theme here and in the previous lessons we have learned, is that you will have to invest time into building your business, but you will reap the benefits of your investment if you follow these simple rules.
It’s all about balance, being smart, and putting your best foot forward.
You are well on your way to achieving success.
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Let’s have some conversation!
By Lynn Huber
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