Top 10 Avon Sales Tips for New Representatives (and All Direct Salespeople)
Being an Independent Avon Sales Representative is a fun, rewarding way to make a secondary income or build a career.
10. Flag and Bulk Up Your Books
Your brochure is your storefront. If you don't have anything in your window, no one knows what your featured products are.
Look through your brochures before you hand them to your customers and flag pages which you feel are the most important. Scented pages or products with guaranteed commission are always flagged in my books, but I also like to point out my own personal favorites.
Many Representatives print their own recruiting flyers and coupons to their books to offer the opportunity as well as the products, including special sales and promotional offers.
If you have the resources, you may wish to add skincare samples in your books to give your potential customers a chance to try a new product before they buy it.
9. Host Parties, Make Baskets, and Use Social Media
There is a lot more to do then just hand out books when selling Avon. The way you sell also has a lot to do with your own personality and preference.
One time-honored direct sales method is a party. You gather family, friends, coworkers, and other potential customers together for a get-together at your home to show off your Avon products. This is especially beneficial for new representatives, as it can serve as a sort-of ribbon-cutting ceremony for your new business!
Many other representatives craftier than I also make gift baskets to sell for an extra cost. They often include a set, such as a scent collection from the Skin So Soft line, or a combination of curated products, like lipstick, blush, eyeliner and a coordinating nail polish.
I'm not the tech-savviest Avon dude on the block, but social media can be a gold mine for Representatives willing and able to put in the extra time and effort.
8. Carry Brochures, Products, and Samples Always
When I first started selling Avon, I had countless potential customers ask me for a book - and I had to leave them empty-handed. Who knows how many sales I missed that way. Learn from my mistake and make sure you always have brochures on hand with your complete contact information.
If your budget allows, always try to keep full-size products in your home - or better yet in your car - for a quick sale. Popular products such as eyeliner, hand cream, and Skin So Soft bath oil are impulse buys that customers never regret.
7. Use All the Resources Avon Has to Offer
There are more than just straight commission perks when you join Avon. In addition to discounts on major phone carriers, insurance policies, scholarships, and even discounted Capella University tuition, there are plenty of additional sales-related resources available to the inquiring Representative.
- What's New books are released with every campaign, offering Representatives early access to new products, as well as trusted favorites at a discounted rate.
- Avon University is also available to Representatives who want to learn more about our company and the products we sell.
6. Provide Free Samples with Every Order
Everyone loves free things, especially if they're picked out just for them. I try to include at least three customized samples in every order for every customer.
Not only does this offer the possibility to increase my sales, but it helps establish a bond between the representative and the customer. If your customer gives you feedback, like it made her skin greasy or his cologne was too musky, you have opened the lines of communication to help better reach their needs.
5. Ask Questions and Get to Know Your Customers
One of the best things you can do as an Avon representative is to recommend products to your customers. The easiest way to learn what your customer needs is to simply ask. Common questions for skin care include:
- What do you consider your problem areas?
- How comprehensive do you like your skincare regimen to be?
- Do you have oily, dry, combination, or sensitive skin - or a mix of any?
4. Upsell an Existing Sale
Many Avon products are part of a collection and are designed to be sold and used as such. Popular product lines include Skin So Soft bath oil, Moisture Therapy lotion, and True Color cosmetics. Avon also sells a vast variety fragrances, as well as home goods.
Most perfumes and colognes also have an accompanying body wash, deodorant, skin softener, or after shave. Remind your customers that layering fragrances improves longevity and prevents conflicting fragrances.
Not only does this tip add money to your pocket, but it helps you get to know your customers more.
3. Offer a Referral Discount
Keeping customers are easy - but finding new ones can be difficult. One of the simplest ways to recruit new customers is to offer a referral discount to your current customers. My personal rule of thumb is 10% off $10 a referral sale of $10 or more. Of course, you can give any discount you want for any sales amount but this amount has been my tried-and-true method.
If you're still a part of the Kickstart Program and meeting the requirements, then you're still guaranteed a 30% commission even after your personal discount. The slight dip in initial profit is worth the award sales bonus, as well as the potential a new customer brings.
2. Show All of Avon - Old and New
Avon got its start in 1886 and has been a household name ever since. Many of my own customers have fond memories of their mothers and grandmothers using or selling Avon. We have many perfumes that have developed somewhat of a cult following. However, Avon sells more than just your favorite aunt's perfume.
Our mark. brand is specially designed for a younger generation of Avon customers and has a magalog to match.
Be sure to mention that we have our own clothing collection, featuring dresses, shoes, and bras with the same quality you've come to know and love with Avon.
1. Remember to Serve Your Customers First
The only thing worse than terrible products are terrible products sold with terrible customer service. Direct sales companies are especially notorious for pushy salespeople and questionable return policies - don't let this myth become a reality.
Serving your customers needs and helping them have an excellent shopping experience should always be your first priority. Yes, you sell Avon to make money, but most people don't want to buy from someone who ripped them off the first time. There is nothing wrong with upselling or using your resources of Representative discounts to make an additional profit, but don't take advantage of your customer base.
Everything else on this list helps you to serve your customers to the best of your ability. Making people happy and selling the honest way isn't just good business sense, it's just plain good.