Avon Appointment Booklet (AT1) Instructional Aid February 2011

Transcription

1 Avon Appointment Booklet (AT1) Instructional Aid February 2011 FSC

2 Overview General This is the globally approved Avon Appointment process and booklet. It is designed to introduce Avon s total earnings opportunity (AEO) both through Personal Sales and Leadership team building, in Avon Sales Leadership (ASL). The content flow and images are designed to generate an interactive discussion with the Prospect, from the start of the interview to completion of the Appointment and goal-setting process. Instructive and operational detail is limited to those points that will give the New Representative basic knowledge and skills to conduct her first sales calls. Adding more will overwhelm the individual. Just as important, the process allows the Appointment Maker to initiate a relationship with the new Representative that can continue with other training and development contacts to build a successful Avon business. The Appointment Process follows 4 simple steps as defined by Avon, and the Appointment Booklet is organized accordingly into the four color-coded sections. Key points to share on each page are either bullet-pointed, or highlighted in bold color to help guide the conversation and action steps: District Sales Managers can speak about some experiences of a top performer; however, do not disclose full name to assure privacy. Step Objective Length Step 1-Pink Getting to know each other & Avon...Building a 10 minutes (Pages from Cover 7) rapport with the Prospect sharing experiences Step 2-Sunset Red (Pages 8 15) Step 3-Magenta/Plum (Pages 16 21) Step 4-Russet Red (Pages 22 Close) Total Time and introducing Avon, the Company for Women. Getting on board...introducing the Avon Earnings Opportunity, reviewing how the AEO can deliver her needs/dreams and converting the Prospect into a new Representative. Getting started...completing the contract, building the Who Do You Know List, presenting an overview of how the business works and inspiring a vision for success. Getting going...reviewing first steps for the new Representative, agreeing upon early goals/next steps and reconnecting needs/dreams to actions. Target: 60 minutes (one-on-one or small groups) minutes minutes 10 minutes 2

3 Preparation Checklist Materials: You will also need: Keep in mind: The New Avon Appointment Kit/Tote Includes: Appointment/Training Contact 1 Booklet Contract Card 1 Prospecting Flyer Jump-Start Your Avon Business flyer Customer Order Book Lead Cards (2 sheets of 4 cards) Credit Card form Online Flyer 1 Box of Samples Training Contact 2 Booklet Black Tote Bag Believe in Your Success Flyer Contract Scorecard Avon Brochures for first two campaigns (1 pack per campaign) Literature Packs for first two campaigns 5 mark magalogs Mail Plan Calendar/RPS Schedule Tax Chart Calculator AT1 Flow Card When scheduling an Appointment with a prospective new Representative, choose a location that s quiet and comfortable with enough room to sufficiently review the Avon materials. Avon office/training room Home dining room Coffee shop Community room 3

4 Step 1: Front Cover Getting to know each other & Avon Say Hello to a New Tomorrow: Identify yourself in a friendly manner and confirm purpose of visit. Create a connection with the Prospect. Pre-interview tips: Acknowledge home setting, presence of family members/pets, general greetings. Discussion Hello, (Name). It s great to see you again! Thank you for taking the time to visit with me today. You know, I have been looking forward to our time together ever since I met you at (location). Use information you noted during your initial contact with the Prospect to bridge the conversation to this interview. I could tell that you had a lot going that afternoon and were very busy, but you took the time to speak with me. You were so pleasant and patient in helping me find what I had been searching for. It did not take me long to realize that you were the type of person who genuinely enjoys helping others. Page 2 It feels wonderful to be my own boss: Share your story how and why you came to Avon. What you ve achieved or are striving for. That is why I have been so eager to share more about our incredible Avon Earnings Opportunity with you! This is the Appointment Maker s personal story of how and why she is with Avon. Example: You know, when we met I shared with you that I have been with Avon for 6 years. I started as a Representative, just as you are starting today! I thought my first goal was pretty big a new television. With Avon, I was able to purchase my new television in full in a little less than 6 months! My next goal was truly my lifelong dream to buy a house with a big backyard for my son to play in. As [a top-performing Executive Unit Leader], I am proud to say that my Avon business has made it possible for me to purchase my dream home for my family! It s that sense of accomplishment I so value in my experience with my Avon business. 4

5 Step 1: Page 3 Getting to know each other & Avon You can take charge of your life: Invite Prospects to share their story with open-ended questions. Discussion With Avon, it's possible for you to live life on your own terms. To have the best for yourself, and your family too to live the life you deserve! I have built a great business and fulfilled my goals by helping wonderful people like you fulfill their dreams! We hardly had time to get to know each other when we met. You mentioned that you were in a hurry to Examples: get to work. What kind of work do you do? What do you enjoy about what you do? pick up your kids from school. How old are they? What kinds of activities are you and the kids involved in? meet your friends for lunch. Do you know many people in this community? How long have you lived in this neighborhood, in this home? This is a critical relationship-building opportunity. Use this time to learn as much as possible about the Prospect. LISTEN for responses that reveal how she sees herself today and how she would like to see herself in the future. Responses at this stage may be correlated to The Avon Advantage list on page 9 of the Appointment/Training Contact 1 Booklet. Page 4 Welcome to the world of Avon: Share Avon s global vision and heritage. Thank you for sharing that. Understanding what s important to you convinces me even more that our time today could be the start of a great partnership. I m proud to tell you about my business partner, Avon! Avon s mission is to empower women through personal growth and financial independence. Avon s commitment to female empowerment has strongly continued since the company was founded in years before women had the right to vote. Did you know that Avon is the world s largest direct seller with more than 5 million Representatives in 100 countries? Pause: Give the Prospect ample opportunity for any questions/response. And there s more 5

6 Step 1: Page 5 Pages 6 7 Getting to know each other & Avon Your world, our world: Share Avon s philanthropic mission. World-class beauty products: Promote Avon s competitive advantage in leading brands and R&D investment. Discussion Avon is the largest corporate supporter of the fight against breast cancer. These are pictures from our Avon walks around the world... [point out photo in first position]. And, our Speak Out Against Domestic Violence campaign is bringing attention to a very important women s health issue. Avon Representatives help raise funds for these causes through the sale of pink ribbon and Speak Out campaign products. We ve also played a role in Avon s responses to national and international emergencies raising funds for victims of natural disasters Share any personal success with pink ribbon or fund-raiser sales. Pause: Give the Prospect ample opportunity for any questions/response. The quality and reputation of Avon s products provide the foundation for my direct-selling success. Avon is trusted around the globe for our world-class beauty and skin care products. Avon Independent Sales Representatives have the opportunity to sell some of the most recognized brands in the industry like the Anew Anti-Aging line and wrinkle cream and Skin So Soft. And our commitment to research and development means that consumers can look forward to leading-edge products. Do you, a family member or friend have a favorite Avon product? Share your personal favorites. Have you seen our latest (current TV/print) ads? Pause: Give the Prospect ample opportunity for any questions/response. I m enjoying our conversation. I can t wait to share how Avon can change your life. We often have well-known people endorse our products, such as Derek Jeter and Jennifer Hudson. Here is Reese Witherspoon, our first Global Ambassador for Avon Products. 6

7 Step 1: Getting to know each other & Avon Discussion Now, just imagine combining these great products with your energy and drive. Step 2: Getting on board Discussion Pages 8 9 Avon offers you an earnings opportunity equal to your ambition. Introduce the Avon Earnings Opportunity and its advantages. Finally, an earnings opportunity equal to your ambition! You can build a successful direct-sales business selling a broad range of beauty, fashion and gift products. And you earn bonuses when you recruit, train and motivate a sales team through our Avon Sales Leadership Program. Imagine unlimited earnings potential and unrestricted personal growth it s all possible with these great Avon advantages Review the Avon Advantage list on the page. Specify fees/credit availability based on market. Emphasize any advantages that connect to the Prospect s lifestyle or situation you noted during Their Story discussion on page 3. Tell about saving money with Avon Advantage partners who provide discounts on business tools for success ie. Staples. For example, connect Minimal start-up costs to limited financial resources; Set your own hours to a desire for more quality family time; Sell person-to-person, etc. to peak interest in flexible selling situations. Pause briefly to allow for any questions/response. Let me introduce you to Avon s simple business system. Pages Sell-Share-Show SELL SHARE SHOW! The more you SELL, the more you earn up to 50%! SHARE and earn even more up to 12% of your team s sales! 7 Here s how SELL our world-class products to friends and family, and to neighbors and co-workers. SHARE your excitement and enthusiasm for your Avon business both the products and the Avon Earnings

8 Opportunity, then SHOW your team how to do what you do. Role-model the steps to building a successful business enterprise. With Avon, you earn two ways: through personal sales and through team-building! 8

9 Step 2: Getting on board Discussion And Avon shows you how every step of the way. Pages With Avon you re in business for yourself, not by yourself. All the support and benefits to assist and reward success. Introduce Believe in Your Success flyer With Avon you are in business for yourself, not by yourself. The resources of our global company are behind you. And, as your Business Partner [or District Sales Manager], I am fully invested in your success! Avon offers comprehensive training tools and resources and exciting recognition and bonus programs Review the list on Page 13 of the booklet. Make specific references to new Representative program, top seller s program and the Sales Leadership Believe in Your Success Bonus. Successful achievement in our sales clubs and incentives, such as President s Club and Believe in Your Success, sets you on a strong course to maximize both the direct-selling and network marketing strategies of your new business enterprise! Pause briefly to allow for any questions/response. Let me tell you a few examples of others who have benefited from Avon s support in building their businesses. They started with a dream, a goal. Just like I did (Appointment Maker refers back to their story they shared on Page 2 of the booklet). What do you dream about? What if money were no object? Pages What are your Dreams? Connect their dreams with the possibilities Avon offers. Discuss/explore verbally only at this stage. Let s take a moment to sit back, close your eyes and think about what you really want out of life. What do you dream about? If all bills were paid and money were no object, what would you want for yourself or your family? Use this list to prompt ideas/thoughts. Additional examples What is the greatest gift that you could give your family? We so often put the needs of others before ourselves. If all others needs were met, what one indulgence would you reward yourself with? If you could go anywhere in the world, where would you go? Who would you take with you? What things would you do? 9

10 Step 2: Getting on board Discussion Pages (cont d.) What are your Dreams? Close the sale here. Confirm Prospect s intention to join Avon today as a direct seller alone or as a directseller and Sales Leadership participant based on the scale of her dreams and goals. Pause to give Prospect the opportunity to really contemplate. Listen carefully for insights to the Prospect s interests and values. These points will be helpful today, and in future contacts. The scale of her dreams/needs will help you determine the Prospect s personal sales/sales Leadership path the bigger the dream, the more relevant Sales Leadership becomes. I m noting your specific goals and dreams we just discussed, because I want to be sure we keep those in mind as we plan for your business success. Goals are dreams with a time line. Take- Away/ Back page foldout Place a check mark for appropriate dreams on page 15 only after Prospect has affirmed decision to join Avon today. If additional dreams from those listed are mentioned, note those on page 15 and on the Take- Away. Why not you? Why not today? Once commitment to Avon business is confirmed, record the individual s dreams. Pause, wait for a response. You want to gain the new Recruit s commitment to investing her time and energy to building her new business. Address any questions/concerns. If yes, reaffirm the Prospect s decision to start her business, and record her dreams on the Take-Away. That s great, (Name)! I m thrilled to get you started towards your dreams today! I m looking forward to partnering with you to help build your new business. We can start your business today for a modest fee of $ I ll need some information to prepare your Avon contract. While I complete this step, would you please collect your (specific identification/required information or documents)? If yes, record her dreams mentioned on the Take-Away as new Recruit collects papers/information/payment. Include any additional points of information mentioned in earlier discussions in the It s All About You section. For example, names of children/family members, community activities/groups, workplace, hobbies/recreational interests. We re going to start building your business list right now Skip to Step 3. 10

11 Step 2: Getting on board Discussion Pages (cont d.) What are your dreams? Respond to questions/ concerns (cont d.) No/Not Sure Ask open-ended questions to determine source, respond to overcome objections. Examples: I d like to better understand so I might be helpful to you. What questions can I answer for you? What more would you like to know about the Avon Opportunity? How can I help you with this decision? Respond to concerns with the Felt-Found approach, or Fact- Based Assurances. Felt-Found Example: Concern I am too busy doing so many things for my family. I would simply not have the time. Response I understand. Time with your family and for their activities is essential. You know, many people have felt the same way. They think that their already full calendar could not support a thriving Avon business. In reality, our best Avon Representatives have found that their busy lives added to their ability to gain Customer referrals and find new team members. As a result, they built great businesses and gained more quality time with their family. Fact-Based Assurance Example: Concern I have been with other direct-selling companies in the past and gotten stuck with hundreds of dollars in products I was forced to buy, could not sell and not allowed to return. Response That was a frustrating experience, and I can understand why you have raised this concern. Avon is unique in the direct-selling market. We do not require you to carry inventory. Finally, Avon has an unconditional money-back guarantee. We stand behind our product! Definitive No Thank the Prospect for her time, and have her agree to allow you to contact her in the future should her plans/needs change. Collect names and contact information as Leads. 11 (Name), thank you so much for the opportunity to talk with you today. I understand that this opportunity may not be right for you today, but perhaps in the future. Do you know anyone who may be interested in earning an additional $500 per month and/or starting her own $100,000 business? (Promote local recruiting prize program.)

12 Step 3: Getting started Discussion Pages Who Do You Know? Initiate the process of building their business Who Do You Know? List. Fill out contract and determine New Representative Credit Guideline by using Credit Scorecard. Reference the Contract Scorecard Instruction sheet for dialogue. Congratulations on starting your new business, (Name). Getting started with your Avon business is as easy as listing everyone you know and come in contact with Who Do You Know? How many family members? Friends? Co-workers? Neighbors? Total the numbers of potential Customers. The total number will impress new Recruit with the possibilities. While I am completing your contract information, take the next several minutes and write down the names of everyone you know. Think about your immediate sphere of influence friends, relatives, associates, neighbors, co-workers and community. Think about the places you frequent on a regular basis Doctors, Dentist, Dry cleaners, Hair/Nail salons Do you have a telephone diary/directory?...how about the cell phone directory?...any outof-town contacts, like those on your holiday mailing list? 12 Review the WDYKL and show Representative how to use the Conversational Skin Care Card. Record potential Downline members as Leads.. Refer to the Believe in Your Success flyer. This is a critical brainstorming process. Allow the new Representative to take as long as necessary, without interruption to compile her list. Remember, the Who Do You Know List is the foundation of the Recruit s business success. After the new Representative has completed their list, review the list (all potential Customers) to identify who among them use Skin Care Products and who could use more money and have dreams and goals of their own. Relate this step the Avon Conversation Skin Care Card and to Avon Sales Leadership opportunity. The goal is to identify Customers, Helpers, those she knows outside her Geography (ereps) and potential Downline members/lead generation. Refer to the Fastest Believe in Your Success flyer: Have the new Representative fill in the names of the people with whom the new Representative identified to share the Avon opportunity. Explain how the people on this list will become part of their team, enabling them to reach their dreams/goals and achieve the Believe in Your Success bonus. (Name) now I am going to ask you to fill in the names on the Fastest Believe in Your Success flyer of the people you have identified that can use additional income. As you build your team you will see your Fastest Believe in Your Success bonus grow. (Explain how much money they can earn by the number of people they have added to their list).

13 I will partner with you to help you get started. I ll demonstrate to you how to present the Avon Earning Opportunity to train you on how to prospect and appoint to build your sales team. Record the potential Recruits on Lead cards. Now that we know who you know, let s talk about what you ll share with them. 13

14 Step 3: Getting started Discussion Page 18 The Avon Brochure is your store Introduce the Avon Brochure emphasizing its central role in the Representative s business. The Avon Brochure is your store the most critical element of your business. Everyone on your Who Do You Know List should see your brochure every 2 weeks, in person or online! Every edition is a powerful marketing tool Use current brochure to point out Customer offers, product gifts and/or samples in brochures. Demonstrate how to use the: Brochures Samples Remember, if your Customer is not aware of and able to access your brochure, your store is not truly open for business! (Explain to the new Representative that she needs to place her name and phone number on the back of her brochures, along with the brochure s expiration date.) Page 19 You have the power to increase your earnings. Demonstrate how to use the order book. And as an erepresentative, your store will be available for Customer sales 24/7. (Take out the box samples from the Kit, and let the new Representative open one sample and apply it to the back of her hand. Ask the new Representative what she thinks of the sample and would she feel comfortable demonstrating this to her Customer.) You have the power to increase your earnings every 2 weeks by consistently following the Avon success cycle! Let s take a closer look at each cycle Review The Avon Cycle of Success. Emphasize how her commitment to consistently growing and serving Customers, activating interest in Prospects and submitting on-time orders help them realize their dreams. (Take out the order book from the Kit, and refer to instructions and the sample on how to fill out the order book.) Pause briefly to allow for any questions/response. It s so exciting to see people just like us succeeding with Avon. 14

15 Step 3: Getting started Discussion Page 20 They re making money and enjoying life. Spotlight local topperforming Representatives successes in Personal Sales and Sales Leadership. People right here in our (town, city, community) are earning more than they ever thought possible using our proven method of success. Point out any Representatives whose background/circumstances mirror the new Recruit s. So, what did you think? Do you see yourself with that kind of success? I know I do! Pause briefly to allow for any questions/response. The true beauty of an Avon business is its capacity to grow as you grow. Page Earn as much as you need or want! Build aspirations Avon can help deliver dreams large and small. Earn as much as you need or want! How high do you want to soar? (Name), the sky is the limit! Take a look at how an Avon business compares with salaries in the market. For example, an elementary school teacher earns on average $48,194 while a President s Council member earns on average $50,400! And, an Executive Unit Leader earns on average $5,000 more than that! Note to Appointment Maker: The difference between the average Leadership earnings for titles on this chart versus the Development contact 1 chart, page 11, is that these earning are an average of the top 10 performers versus an average of all titled performers. Point out any similarities between her current earnings, or emphasize the standard of living possible through Avon earnings. Let s take a closer look at the commission structure. Based on your campaign sales, your commission could range from 20% to 50%! 50% on our Beauty and core products and 20% on our fixed earning products. Combine that with the Sales Leadership bonus that could range from 3% to 12%...the sky truly is the limit! Reconnect earnings potential back to Recruit s dream And couldn t an annual salary of nearly $56,000 go a long way toward helping you achieve your dream of (dream)? Explain: A new Representative earns 40% commission on full

16 earnings products and 20% on our fixed earnings products (fixed earning products are identified by an asterisk next to the product in the brochure) on her first order when the order is submitted online. And 40% (20% on fixed earning products) on second, third and fourth orders when the order totals $50 or more and is submitted online. Pause briefly to allow for any questions/response. 16

17 Step 3: Getting started Discussion Impressive experiences, yes? Can you believe it all starts with 5 basic steps? 17

18 Step 4: Getting going Discussion Page 22 Five Basic Steps Review Steps. Review the 5 Basic Steps. Offer examples of each using a name from the new Representative s Who Do You Know List: Step 1 Approach Customer Start your conversation with a genuine compliment/greeting. Hello, (Name). It was great seeing you last week! It s always fun when we get together. I m calling with some exciting news! I ve started my own business! Yes with Avon! Step 2 Determine Customer s needs Ask open-ended questions. What beauty products do you currently use? The holidays (specify holiday) are upon us. Have you completed all your gift shopping? Can you believe summer is almost here? What sun care/outdoor protection products do your family use? Step 3 Present and Sell the Benefits Show the brochure/catalog and spotlight Avon products that match her needs. Step 4 Answer questions and overcome objections (Name), I understand your reluctance to try new brands, but I often discover great benefits in new products I d never considered before. You re so right to be cautious about product ingredients, (Name). I ve found that reading the contents labels provide a great deal of useful information. All of Avon s product contents are clearly detailed with each product. And don t forget about the Avon Guarantee. And the great thing about Avon is that your satisfaction is guaranteed or your money is refunded. 18

19 Step 4: Getting going Discussion Page 22 5 Basic Steps Step 5 Close the Sale (cont d.) (cont d.) Ask for the order. Your product is on sale this campaign (quote price). How many would you like me to order for you? Avon has a beautiful (gift with purchase) this campaign. Which shade would you like? Customers often know others who would like to see an Avon Brochure, or learn about the Avon Earnings Opportunity. (Name), I m enjoying my new business and these great products. Who do you know would enjoy seeing an Avon Brochure? (Name), I couldn t wait to get started in my new business. I ve got lots of plans for the money I ll earn. (Describe one or two). Who do you know could use more money? Page 22 (cont d.) We ll review these basic steps, and even build on them in later sessions, but you want to focus on these next key actions before our next contact. Help the new Representative prepare for early success. Review each step of the First Campaign Checklist directing her attention to the support/materials contained in the Appointment Kit she will need to review prior to your next contact. Introduce and Review online flyer, specifically how to register online and Learning online through The Beauty of Knowledge Training courses (discuss the courses that are listed on the First Campaign Checklist). Let s return to your Dreams List and decide which of your goals you want to achieve first. 19

20 Step 4: Getting going Discussion Page 23 You re in charge with Avon. Develop early business/campaign plan together. Connect Next Steps/Targets to realizing dreams and goals. (Name), we re going to record your goals for your first three campaigns on this page. But first, let s go back to what you would like to achieve with your Avon business. (Reiterate dreams discussed earlier.) How much do you think it will cost? And when would you like to achieve it? (Write the dream, by when and how much in the Tomorrow starts today space.) Visuals always help keep a person focused. I suggest that you put a picture of your goal/dream some place where you can see it every day and be reminded of what you are working for with your new business. (To determine estimated earnings needed per campaign to achieve the dream, divide the total amount needed to achieve this dream by the number of campaigns to reach the target date. For example, the new Representative wants to earn $1,000 in 3 months (6 Campaigns). $1,000/6 = $ per campaign. This number is Estimated Earnings.) Let s take a look at your Who Do You Know List and see who you could contact over the next week. You will want to focus on your first four campaigns because this is where you can earn 50% on our full earnings products when you order online. How many Customers do you think you can contact? (Under the first campaign, let the new Representative fill in the number of Customers. Calculate average Customer order of $25.00, or average for market, and fill in campaign sales.) Based on 40% earnings on full earning products and 20% on fixed earning products, your estimated earnings are $XX. You will also need to take in account what your investment into your business will be such as brochures, samples and Demonstration products. (Put this number is the Estimated Earnings line. Discuss that each Campaign as the new Representative talks to more people and generates more new Customers her/his estimated earnings will continue to grow) 20 (Pull out the Believe in Your Success flyer and review the number of people the New Representative has listed.)

21 Ask: Let s start your earnings towards your Believe in Your Success Bonus, so you can get a start on reaching (state dream/goal). Let s see, you have identified XX people as potential business partners. Step 4: Getting going Discussion How many people will you be able to contact to share the opportunity with before your first order goes in? (Pause for answer.) To get you started towards building your Sales Leadership team, we can conduct your first calls together. That way, I can help you with the words that work best for you. (Have the new Representative fill in the number of Recruits. Pull out the RPS calendar and fill in submit order date. Repeat this process filling in under second and third campaign. Keep referring to the WDYK list and the Power of 3 to increase number of people that can be contacted each Campaign. Fill in the number of Customers, Campaign Sales, Number of Recruits, Estimated Earnings and Submit Order Pay Avon on the appropriate lines. Add up the new Representative Estimated Earnings for the three campaigns to show the New Representative s earnings potential toward her dreams and goals. Total up the number of Recruits from all three campaigns and refer to the Believe in Your Success flyer to show the new Representative her bonus potential.) How do you feel about these numbers? Achieving these earnings will allow you to reach your (dream). There are also a number of activities scheduled in our/your District that will help you meet these goals. Take-away/ Goal- Dream Card (Back page foldout) 21 Goals & Next Steps I am planning an Opportunity Meeting (give date). Why don t you invite all the people on your Believe in Your Success flyer? (Record in the Take-Away Goal/Dream Card the information the Representative filled in on page 23 under first, second and third campaigns. Confirm next steps, meeting date and record Training Contact 2. Note any other action items. )

22 Step 4: Getting going Discussion Close/ Key Dates, Information Back and Contacts If Training Contact 2 cannot be completed prior to first order Cover submission, review key points during follow-up phone contact. Congratulations, (Name)! I am excited to be a partner in building your successful business! Remember, you re in business for yourself, not by yourself. Call me (or primary contact) with any questions. What questions do you have at this time? Pause: Give the new Representative ample opportunity for any questions/response. (Respond/address). (Name), I m looking forward to helping you reach your (dream), and many dreams beyond that! I ll talk with you soon! 22

23 24 to 48 Hour Follow-Up Call Follow up by phone. Within two days of your first meeting, call your new Representative to check on her progress. Offer to answer any questions or provide assistance as needed. Remember to encourage her as she builds her new business. Confirm Appointment for Training Contact 2. Looking towards Training Contact 2 Complete Training Contact 2 before the new Representative submits her first order. The goal of this session is to determine progress towards Next Steps recorded during the Appointment process: Has the new Representative Registered at youravon.com and explored the site? Contacted Customers on her Who Do You Know List? Completed the prescribed Beauty of Knowledge courses? Which ones have you taken? What did you learn? What are three ideas you are going to use in your business? Completed the prescribed self-study materials? Contacted potential Recruits? If not, the Appointment Maker should follow up on any leads that have not been contacted. Assess the new Representative s understanding of How to submit her order How to order brochures The What s New (has new products) can help them. Refer to the Jump-Start Your Business flyer included in the Appointment materials. Where schedules allow, did the new Representatives attend a/an Avon Opportunity meeting? Sales meeting? Downline Unit meeting? Conduct Development Contact 1 (as applicable) If the new Representative elects Avon Sales Leadership at time of Appointment, schedule the Development Contact 1. In cases when the new Representative does not elect Avon Sales Leadership, extend the opportunity during later Training Contacts. 23