Nobody is born as a salesperson. I know sometimes when you see others having lots of success, it can look easy. But anyone who is good at selling Avon has taken the time to hone their skills.
What I find with most Avon Representatives is that their struggle actually happens on their second, third, or even fourth order.
Their friends and family place orders to show their support and to help their loved one get started. But they will only do that for so long.
Some of your friends and family will be avid Avon lovers already, and they may become your best customers, but for most of us friends and family are not where our customers come from.
An Avon Representative who is very successful has learned how to move beyond their friends and family. And that takes a little bit of skill.
Whether you’re a first time Avon Representative, or looking to get back to the basics, here are five tips that will help you grow your Avon business.
1. Start with your goals
Why did you join Avon? What were you looking to get out of it? Whether it’s extra income to pay for additional pleasures, or braces for Johnny, or even full-time income, get really clear about why you started your Avon business.
How much money do you need to make, and how quickly? If you are new, the KickStart Program will help you figure out how much you need to sell in order to earn the income you’re looking for.
How many customers do you need, and in what time frame? Avon is always offering order builders for your customers to help them get to a $50 order. The A-Box is currently one of these types of order builders. Using an average $50 order (an aggressive number), how many customers do you need each campaign to get to the earnings level you need?
The average customer order nationwide is approximately $25. If you prefer, you can use this number to figure out how many customers you will need each campaign. It might be a better place to start if you’re new. As your skills improve, your average customer order size will also increase.
Make sure you set personal goals as well. You can always tell when an Avon Representative is in the top 2% of the company in sales. They command attention, work at their craft, provide a consistent experience, and execute. These behaviors and actions typically precede results.
Aim to be in the top 2% of Avon Representatives for current sales. It won’t happen tomorrow, and it won’t be easy, but if you always strive for the top you will be hugely successful!
2. Recognize that sales is a process.
Sales is not an art – Sales is a science and a technology.
Sales techniques change rapidly, but there are some things that will always be the same.
To get customers, you’ll need to establish their needs and interest in your product, and move them through your sales funnel.
As we work to grow our business, it’s important to work every angle we can. The more ways we fill our funnel, the better our business will grow. I get prospects from many different ways.
Looking at the Sales Funnel below, you’ll see that you want to work online and offline. Everyone you meet goes into the funnel, and then some of them come out the bottom to become your customers and team members.
The more people you expose to your Avon business by giving them an Avon Brochure and sending them to your Avon Online Store, the more people will be in your funnel.
You’ll move them through the funnel and out the bottom by following up with them, always showing them what’s new, and staying in touch with them.
3. Become a Storyteller
There is a saying in our business, Facts Tell but Stories Sell.
It’s true. What your customer really wants to know is… does it work, and will it work for her. Stories help your potential customer reach the conclusion for themself that yes this product works and it will work for them.
And, even though many people consider themselves as levelheaded, we all buy things based on feelings rather than facts. Even the most dispassionate and calculated person is still a sucker for a sales person who knows how to push the right emotional buttons.
The trick lies in building a relationship with that person and learning what their needs and desires are. And then, explaining the benefits in a way that will push those emotional buttons.
Stories also help you build trust with your prospects. Your potential customer needs to feel confident that you understand their problem and have the resources to solve it.
But your relationship doesn’t end after the sale – it’s up to you to follow up with them to make sure they’re happy with the product and to continue to build your relationship.
4. Measure every step.
Anything worth doing is worth measuring, and anything that can be measured can be improved.
Remember when you set your goals? Be fanatical about measuring your performance against them. At the rate you’re selling today, will you hit your numbers by the end of the month?
Are you meeting enough new people and getting their contact information. Are you following up with them before placing your Avon Order? Are your strategies converting those prospects to customers? If not, change something up.
Don’t wait until it’s too late to reach your numbers this month. If you measure everything you do, you’ll be able to solve problems as they arise or correct your course as soon as it is needed.
There is all kinds of help out there. In fact, this blog, OnlineBeautyBiz.com has all kinds of tips and suggestions to help you work your business and be successful.
5. Sell to people who want to buy.
In the early days of my Avon business, I spent a lot of time reaching out to people who didn’t want to talk to me. I think it’s a problem with most new Avon Representatives.
There is no need to convince anyone. Only work with the ones who are interested.
If someone tells you, “I’m allergic to Avon,” or “No Thanks,” or “Not right now,” then they’re probably not interested and not worth spending your time on. If they seem even the least bit resistant to taking a brochure from you, appreciate the fact that they gave you a quick No and now you’re able to move on and find someone who is interested.
I know I would much rather get a quick No, then a long drawn out one that takes up all my time. I’m happy to hear No because it frees me up to look for the Yeses.
There are plenty of people out there who are perfect customers for you and who do want to buy Avon. Your job is to get out there and find them.
Bottom line… keep going. Never give up! Follow these five steps, constantly measure your progress and adjust as necessary. If you stick with it and follow these steps, you will be wildly successful.
<—— Did this article help you? If so, it would mean a lot to me if you would share it with others!!! And, share your comments below! I would LOVE to know more about you and your thoughts on this subject!
Let’s have some conversation!
By Lynn Huber
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