AVON S HOME PARTY (Group Selling) PLAN Let s Party! INCLUDES: How to make your party a success Invitation List Hostess Benefits Hostess/Representative Checklist Tips for Bigger Sales Representative Script Customer Thank You Customer Invitation Great Game Ideas 1
Dear Party Planner: Congratulations on your decision to significantly increase your sales through the Avon Home Party Plan! Here are some tips about how to make your party a success. Review your Representative Checklist Make sure you are prepared. It is important that you get the invitation list back from your hostess so that you can get the invitations out in a timely manner. Follow-up is key to a successful party! Make sure your hostess calls to confirm how many are coming 2-3 days prior to the party. Keep those invitation lists for future hostesses. Payments Ideally, all payments should be collected before the end of the party. If the hostess wishes, payment envelope can remain with her with customers names and balances to be collected upon/by delivery date. Plan ahead with incentives (Review what you will need to invest into your party) Part of the success of the Avon Party is making sure there is a next one Think about incentives for your hostess ---- fill your calendar! 2 Bookings = 3 bookings = (Offer special products based on number of bookings) Listen Pay attention to who are not buying or who is making a small purchase. These people may be good candidates to host a future Avon Party or to be an Avon Representative. The big purchasers usually love the opportunity to have their own party and get a discount. Socialize Because this is a social occasion for most of the guests, you should remember to spend time socializing and getting to know the guests. Guests will feel more comfortable if they sense you are interested in them. Dress for success If you own any pieces of the Avon clothing/jewelry now is the time to wear it. Look your best; look professional. Help your hostess with the clean-up HAVE FUN with your parties while you take your business to a new level. 2
INVITATION LIST 3
Suggested Hostess benefits: 1. RECEIVE A FREE GIFT 2. RECEIVE $10 FREE AVON Products* 3. EARN CREDITS TOWARDS PRODUCTS* Total party Sales: Can apply the above to a book party! Discount on Hostess Avon order: $145 - $285 = 25% $285 - $425 = 30% $425 - $900 = 35% $1,000 - $1,550 = 40% $1500 plus = 45% *Fixed earnings on selected products. *Products with this symbol * may only have 20% credit (Refer to Brochure for specific products) 4
OVER-INVITE Not everyone will be able to attend Invite 20 30 people RETURN INVITATION LIST to your Representative immediately THOSE UNABLE TO ATTEND should receive a brochure and order form and you should have their order in time for party. CONFIRM with attendees 2 3 days prior to party HAVE PENS AND PENCILS ON HAND HAVE A DISPLAY TABLE ready for your Representative 2 hours prior to party time HAVE REFRESHMENTS AVAILABLE MAIL INVITATIONS out 2 weeks prior to party EQUIP HOSTESS with brochures and order books for those who cannot attend ORDER SAMPLES Fragrances Lipstick Skincare TABLECLOTHS COLOR CHART DISPLAY A SMALL SELECTION OF PRODUCTS: Drawing/Giveaway tickets & basket or bag Have Anew Conversation card, Avon Skincare Selector Tools, Essential Skincare Guide (Available on youravon.com>training>pathway) Brochures, order books, credit card forms Calendar to schedule parties Door prizes Hostess gifts Booking gifts Skincare Color Fragrance Jewelry Gifts 5
ESENTATIVE SCRIPT THEME GIFT BASKETS Christmas Easter Valentine s Day Spa Candle, Bubble Bath, Lotion Children Videos, Toys, Clothing Hair Shampoo, Conditioner, Gel, Brushes, etc. Skin Care BUNDLING Special Offers by Bundle Shower gels 3 for Nail Polish and Lipstick 2 for Bubble Bath 2 for SPECIALS SPEND $25 GET FREE SPEND $50 GET FREE SPEND $75 GET FREE SPEND $100 GET FREE 6
REPRESENTATIVE SCRIPT FOR HOME PARTY HI, MY IS. I AM AN INDEPENDENT SALES REPRESENTATIVE WITH AVON PRODUCTS. I WANT TO FIRST, (THANK OUR HOSTESS FOR INVITING ALL OF US HERE). May want to present him/her with a small thank you gift I WOULD ALSO LIKE TO THANK ALL OF YOU FOR COMING! LET ME SHARE A LITTLE BIT WITH YOU ABOUT MY BACKGROUND. EXAMPLE: I joined Avon 5 years ago so that I could be home with my young children. My children now are 10 and 12 and we truly are an Avon family. BEFORE WE BEGIN, LET US HAVE SOME FUN!. OUR COLOR COSMETICS ARE DESIGNED TO WORK TOGETHER. I CAN HELP YOU INDIVIDUALLY CO-ORDINATE COLOR PACKAGES FOR YOUR EYES, CHEEKS, LIPS AND NAILS. ON THE BLANK PAPER MAKE A LIST ON ONE SIDE OF ALL THE COSMETICS YOU USE ON A DAILY BASIS AND ON THE OTHER SIDE, MAKE A LIST OF ALL THE SKIN CARE PRODUCTS YOU USE DAILY. (Do not have to be Avon.) TOTAL EACH COLUMN THE ONE WITH THE MOST IS A WINNER. GIVE THEM AN AVON COLOR OR SKIN CARE TRIAL SIZE / REGULAR PRODUCT. NOW LET ME TELL YOU ABOUT AVON. IN THE LATE 1800 S A DOOR TO DOOR SALESMAN, DAVID H. MCCONNELL HAD AN IDEA. TO ENCOURAGE WOMEN TO BUY HIS BOOKS, HE WOULD GIVE THEM A GIFT OF PERFUME. HE SOON DISCOVERED THAT THE PERFUME WAS MORE POPULAR THAN THE BOOKS. SO, IN 1886 THE CALIFORNIA PERFUME COMPANY WAS FORMED. Continued.. 7
IN 1939 THE CALIFORNIA PERFUME COMPANY WAS OFFICIALLY RE-D AVON PRODUCTS, INC. AFTER MR. MCCONNELL VISITED SHAKESPEARE S HOME STRATFORD-ON-AVON IN ENGLAND. ISN T THAT AN AMAZING STORY? FIRST.WHO BROUGHT A FRIEND TONIGHT? Thank them with a gift. LET ME TELL YOU ABOUT OUR PRODUCTS. WE HAVE PRODUCTS FOR EVERY AGE GROUP AND SKIN TYPE. I HAVE INCLUDED A SKIN CARE ANEW AND SELECTOR FORM FOR EACH OF YOU TO FILL OUT SO THAT YOU ARE SURE YOU ARE USING THE RIGHT SKIN CARE PRODUCTS FOR YOUR SKIN. I HAVE SOME GREAT GIFTS TO GIVE AWAY TODAY TO ANYONE WHO BOOKS AN AVON HOME PARTY! WHO WOULD LIKE TO GET CREDITS FOR FREE AVON PRODUCTS-------IT S EASY! (GREAT WAY TO DO YOUR HOLIDAY SHOPPING!) If they are not booking: YOU CAN ALSO RECEIVE CREDITS FOR FREE AVON PRODUCTS BY HAVING A BOOK PARTY -------- BY TAKING ORDERS FROM FRIENDS, FAMILY, CO- WORKERS AND NEIGHBORS. I WILL BE HAPPY TO ANSWER ANY QUESTIONS YOU MAY HAVE WHILE YOU FILLING OUT YOUR ORDERS. FEEL FREE TO TAKE A CLOSER LOOK AT THE DISPLAY TABLE. DRAWING PRIZES REVIEW ANY SPECIALS BUNDLES GIFT BASKETS DEMONSTRATE ANY GIFT AND DECORATIVE ITEMS THAT ARE ON THE DISPLAY. 8
Dear Customer: Thank you for your business and I hope you are Happy with your order from the Avon Home Party. Remember, Avon s satisfaction guarantee. If you have questions or would like to host a party Let s Talk! Call me: Dear Customer: Thank you for your business and I hope you are Happy with your order from the Avon Home Party. Remember, Avon s satisfaction guarantee. If you have questions or would like to host a party Let s Talk! Call me: Dear Customer: Thank you for your business and I hope you are Happy with your order from the Avon Home Party. Remember, Avon s satisfaction guarantee. If you have questions or would like to host a party Let s Talk! Call me: Dear Customer: Thank you for your business and I hope you are Happy with your order from the Avon Home Party. Remember, Avon s satisfaction guarantee. If you have questions or would like to host a party Let s Talk! Call me: 9 AVON AVON AVON AVON
YOU ARE INVITED TO MY AVON HOME PARTY! BRING A FRIEND AND RECEIVE A FREE GIFT! YOU ARE INVITED TO MY AVON HOME PARTY! BRING A FRIEND AND RECEIVE A FREE GIFT! Date Date Time Time Place Place YOU ARE INVITED TO MY AVON HOME PARTY! BRING A FRIEND AND RECEIVE A FREE GIFT! YOU ARE INVITED TO MY AVON HOME PARTY! BRING A FRIEND AND RECEIVE A FREE GIFT! Date Date Time Time Place Place 10
Great Game Ideas Avon Trivia Questions (Correct answers are under lined and shown in bold.) 1. Which Avon Fragrance is an Avon classic? Imari, Hauki, or Rare Diamonds? 2. What is the name of Avon's top-selling anti-aging skincare line: Again, Alive, or Anew? 3. What year was Avon founded: 1776, 1886, or 1926? 4. How much does it cost to become an Avon Representative: $10, $50, or $150? 5. When Avon was founded in 1886, what was the company originally called: The California Perfume Company, The California Beauty Company, or The Company for Women? 6. The Mrs. Albee award is given to Avon Representatives who achieve outstanding sales. This award is named for: The first Avon Representative, the 1st President of Avon, or the 1st Avon Stockholder? 7. How many Independent Avon are there worldwide: 2.4 million, 3.4 million, or 6.4 million? 8. The Avon Foundation is a major contributor to which charities? Correct answers include: the Breast Cancer Crusade and Speak Out Against Domestic Violence 9. Name two celebrities who have appeared in Avon ads. Correct answers include: Helen Hayes, Irene Dunn, Claudette Colbert, Joe DiMaggio, Jimmy Stewart, Sunny Griffin, Catherine Deneuve, Serena and Venus Williams, Jewel and Salma Hayek 10. Name two slogans that Avon has used through the years. Correct answers include: Ding Dong Avon Calling; With Avon, You Never Looked So Good; Women Are Beautiful; Just Another Avon Lady; Dare to Change Your Mind About Avon; Claim Your Beauty; Let's Talk Avon, More Than Beauty. Continued 11
Great Game Ideas Use games to make your Group Selling event a success. And remember, you're not just playing a party game you're selling, sharing, and showing too. 1. Seven Layers You ll need: an Avon product of your choice, wrapped in seven layers of tissue paper 1. Ask seven Avon Trivia questions (on the next page). 2. Each guest who answers a question correctly unwraps a layer of tissue paper. The guest who answers the seventh question correctly unwraps the last layer and keeps the gift. 2. Guess the Price You'll need: an Avon product of your choice 1. Introduce the product, describing its features and benefits. 2. Let each guest try the product. Provide samples if possible. 3. Ask, "What is the price of this product?" 4. Award a prize to the guest whose answer is closest to the actual price. 3. Who am I? You'll need: one Avon Brochure per guest 1. Distribute one Brochure to each guest. 2. Explain that guests will search for products within the Brochure using clues that you will provide. 3. Give product clues, such as a. I am Avon's best-selling lipstick. Who am I? (Ultra Color Rich), b. Some spots you want to show off others you do not (Anew Clinical Absolute Even) c. I am one of Avon's most well known brands. Who am I? (Skin-So-Soft) 4. Award a prize to the guest who can find the product in the Brochure first. 12