When I started my business I created a list of 50 people. This list consisted of family, friends, coworkers, and people that I knew. This list is very important in creating your customer base. While growing your business the people on this list will build your confidence in sales, encourage you and refer people to you. Never throw this list away. You will refer back to it when business slows down a little. I normally go through the list every three months. A lot can happen in three months. They might not have had enough money to buy from me in January, but, things could have changed in April.
#1 - If you do not have this list, recreate it. Go through your cell phone and make a list of 50 people. It doesn’t matter if you believe they will buy Avon or the product your are selling. Sometimes we cut our own foot off by saying “they won’t buy from me”. Then we create 100 reasons why someone won’t buy from us. You never really know who will and who won’t buy. Now go make your list.
Side note: I have a customer that makes minimum wage. She called me one day saying she wanted to place an order. Of course in my mind, I assumed this wasn’t going to be a big sale. Much to my surprise she orders $50-$100 every campaign. We should never assume whether someone will buy from us or not. We should ALWAYS offer them the opportunity to purchase.
#2 - Now that you have your list, contact EVERYONE on it. Tell them “I’ve started my own business and was hoping you could look through my website and let me know if there is anything you like.” Yes, very simple. Your friends and family will most likely want to be supportive. Even if they only purchase 1 lip gloss, we don’t look down on any sale.
#3 – Ask everyone on your list if you can bring them a brochures so they can see the products you are selling. When they say yes, schedule a time and place to meet with them. If possible, don’t just give them the brochure and allow them to call you later with the order. Sit down with them as they look through the brochure. Show your excitement about the products. Encourage them to buy items that they show an interest in. Sitting down with the customer will normally double your sale.
#4 – Ask everyone on your list if they can refer 3 people to you. Ask for their contact information. Call those three people. Let them know that “Beth suggested I contact you regarding Avon. Would you like a current brochure?. If you do this with everyone on your “WDIK” list, you will have 150 potential customers.
#5 – Add everyone from your “WDIK” list and all your referrals to your web office or datebase of contacts. Avon will automatically send them emails about current sales. You can also use the web office to email everyone letting them know when you will be placing your next order.
#6 - Ask everyone from your “WDIK” list if they can bring a couple brochures to work with them. Offer them 10% in free products for all sales they collect. They would be an “Avon Helper”. Contact me if you need me to explain “Avon Helper”.
I hope this helps you build your business on a strong foundation. Please contact me if you need my help in anyway.
p.s. Step #4 is very important to the growth of your business. I ask my customers for referrals often. They have access to people you probably will never meet without their help.
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