ACHIEVING PRESIDENT’S CLUB
How Can You Make It Happen?
? Start with a Winning Attitude
? Set a Goal
? Create a Plan
? Use the Right Tools
? Commit to going the Extra Mile
Believe you can, take the steps that will get you there and you will
Goal Start where you are right now and decide where you want to go!
What do you want to achieve:
____ $10,100 President’s Club Goal
____ $20,200 Honor Society
____ $38,000 Rose Circle
____ $66,500 David H. McConnell Club
____ $112,000 President’s Council
____ $280,000 President’s Inner Circle
By what campaign do you want to achieve your goal? _______
How many Customers do you currently sell to each campaign? _______
Based on a $20 average order how many customers do you need to sell to each
campaign to achieve your Goal? _______
How many new Customers do you need? ______ By what campaign? ______
How many new Customers do you need each campaign? ______
What is your current average Customer Order? ______
What do you want it to be? _______
GENERATING CUSTOMER REFERRALS
When you become an expert at generating ANEW three customer referrals from each satisfied customer, just think of the never-ending list of potential customers you will have! As you are personally servicing a satisfied customer, you will want to engage their help in building your customer list. The coupons below can be inserted in your Catalogs and Brochures to encourage customer referrals. Share the Miracle with 3 others! Remember this technique can also produce Business Helpers. Get $5.00 Off Your Next Purchase of Retroactive
Convert This List Telephone:________________________ Into A Discount Call Me With Their Orders. People who would enjoy the Pick Your Own Discount Avon shopping experience:
Address:______________________ Here's How: _____________________________
Show Your Avon Brochure to Friends, Phone:________________________ Family and Co-Workers.
2. Name:________________________ Call me with your Order
Address:______________________ and Their Orders*
_____________________________ 1 other person = 10% off your Order
Phone:________________________ 2 others = 15% off your Order
3 others = 20% off your Order 4 others = 25% off your Order 3. Name:________________________ 5 others = 30% off your Order
Which Salespeople Are Getting The Business?
…Calling Back Does It
48% of Salespeople make 1 call and quit.
25% of Salespeople make 2 calls and quit.
15% of Salespeople make 3 calls and quit.
88% of Salespeople quit after 1, 2, or 3 calls.
12% of Salespeople keep on calling.
The 12% who keep on calling do 80% of the business.
Yet it was discovered that 60% of the merchandise was purchased at the fifth call or after!
Moral - Even the most difficult prospect can be sold if called on regularly.
Now I ask you -- which approach will you follow?
Hi!! I'd like to welcome you to my store; my AVON store.
I feel it is the best STORE around, and I would like to share it with you!
YOU DON'T HAVE TO SHOP TILL YOU DROP … I CAN MAKE IT EASY.
? Convenient parking - your own driveway.
? Convenient location - your sofa, lounge chair or kitchen table.
? Terrific hours - open 24 hours a day, 7 days a week.
? A Variety of Quality Merchandise - Gift items for any occasion, skin care, color,
daily needs, jewelry, intimate apparel, fragrances.
? No hassle with the Manager over refunds - 100% Satisfaction Guarantee or
? Personalized Customer Service - I'll help you pick out the right shade/formula for
your skin tone, and give you a sample to try first.
? No check out lines - I'll make an appointment to bring it to your door whenever it
is convenient for you.
? No high-pressure sales tactics - I promise!
? Competitive prices at a terrific value.
? Bonus buys and specials in every book.
If my store sounds like a welcome change from "Mall Madness" or "Shop Around the Clock
Tonight," it's as close as your telephone. Please call me at ________________, and I'll drop off
my brochure so you can browse in my store today!
Which actions will become part of your plan to increase Customers?
_____Ask Customers for referrals
_____Leave a personal note or letter potential Customers
_____Use first week of campaign to find new customers
_____Call on working Customers Saturdays or evenings
_____ Engage Helpers -
(be sure they are trustworthy - you are responsible for money due avon).
_____ Sell to businesses
_____ Carry a box of products you can sell for $1.00 (deodorant, lip balms,soaps, hand
_____ Host parties
_____ Other ideas:
Value of a Beauty Customer
Skin Care Customer Daily Product Customer
Cleanser: $10.00 Shower Gel $5.00
Deodorant: $1.00 Toner: $10.00 Fragranced Body Color Customer Cream: $10.00 Day Cream: $24.00 Hand Lotion: $1.99 Foundation: $9.00 Night Cream: $24.00 Shampoo: $3.49 Blush: $7.50 Conditioner $3.49 Hi-light eye shadow: $4.25 Eye Cream: $18.00 Hair Gel: $3.99
Contour eye shadow: $4.25 Hair Spray: $3.99
Total: $86.00 Brow Color: $5.00 Fragrance: $22.50 Percentage: 40% Face Powder: $7.50 Retroactive Body
Earnings $34.40 Lotion: $14.99 Eyeliner: $5.00 Mascara: $6.00
Lip liner: $5.00 Total: $70.44
Lipstick: $7.00 Percentage: 40% Earnings: $28.18 Total: $60.50 Percentage: 40%
Value of One Customer = Approx. $1000
(The Typical Customer will buy these products 5 times a year)
20 Customers = $20,000 At a 40% Commission Rate = $8,000 Earnings
How can you increase the number of beauty products your
customer’s buy from you?
Increase how much each Customer buys from you:
Which actions will become part of your plan to increase how much you sell to
_____Increase the number of Beauty Products your Customers buy from you
_____Use 3 Easy Techniques:
? Link Selling: linking one or more products to other products that naturally
? Add on Selling: suggest related products
? Cross-Category Selling – bridge customer to other product categories
_____Create your own bundles
_____ Become a Beauty Advisor
_____ Leave samples for each person in the household
_____ Carry demos in a basket to attract attention
_____ Host Home Parties
_____ Suggest Customers charge purchases on American Express, Discover,
MasterCard or Visa (credit card purchases are often higher.)
_____Order extra products for instant selling
_____Offer Customer discount or free gift for large orders (over $50)
_____Offer 1 entry in drawing of $100 worth of products for every $25 order
BUY 50 BROCHURES:
50 brochures $12.65
Demo Products 15.00
18 customers (1/3 of 50)
x$20.00 average customer order
$360 at 35% earnings = $126 in earnings
$126.00 in earnings
$93.35 in actual earnings
BUY 100 BROCHURES:
100 brochures $18.60
Demo Products 15.00
35 customers (1/3 of 100)
x$20.00 average customer order
$700.00 at 40% earnings = $280.00 in earnings
$280.00 in earnings
$241.40 in actual earnings
Which would you rather earn?
$93.35 or $241.40?
By spending an extra $5.95 your additional EARNINGS are $148.05.
The choice is up to you!
DEMO REINVESTMENT PLAN
The Demo Reinvestment Plan is based upon selling your demonstration products after using
them to encourage sales. Then take the money from the demo sales and reinvest it in the future
The following is a sample of a single demo investment, what the demo could be sold for and
how much money would then be available to reinvest in the following campaign.
Demo Resale Price
Investment (Brochure Price)
First Campaign $ 4.17 $ 6.97
Second Campaign $ 6.97 $ 11.91
Third Campaign $ 11.91 $ 19.85
Fourth Campaign $ 19.85 $ 33.08
Fifth Campaign $ 33.08 $ 55.13
Sixth Campaign $ 55.13 $ 91.89
Seventh Campaign $ 91.89 $153.16
Eighth Campaign $153.16 $255.27
Remember: If you have twelve orders for a product you've demonstrated, order only eleven.
Sell your demo.
Use the right tools
Which actions will become part of your plan to use the right tools.
_____ Order extra brochures and use them to get new Customers
_____ Maximize Demos – Use the demo reinvestment plan
_____ Create lumpy brochures
_____ Instead of returning products, offer them as super sellers
_____ Follow-up on samples left with customers
_____ Give Customers samples in product categories they are not currently using
_____ Pursue Fundraising Opportunities
_____ Other Ideas: