How do you Create Repeat Customer Sales?

As you know, we have regular earnings products and fixed earning products (that have the little 4 diamond pattern before the description). So HOW do we create repeat customer sales?

Let’s say a customer purchases a watch. The watch is a fixed earnings product and not a product they are going to consume (use up) in a month and want to replenish 4-6 times a year. However it is a sale we certainly wouldn’t turn down. Fixed earnings products don’t maximize your sales and earnings.

Therefore, if the focus of your business sales are on our core Beauty products (regular earnings), MAKEUP, SKIN CARE, JEWELRY, FRAGRANCE, BATH & BODY, HAIR CARE & FOOT CARE, and find the products that fit the customers needs, you will “create repeat sales”.

Skin Care is a perfect example. Using your Skin Care Conversational Card, you ask your customer the 5 questions to determine which Anew line will give them the most benefit. Let’s say the first customer you use the questionnaire with has more answers in the Anew Ultimate line than any other. That means the Ultimate line has the solutions to her concerns or problems. If she’s using the right solution to her concerns, she’ll be a happy customer and with follow-up by you she will purchase more of the same products as she uses them. A very simple concept. Each customer replenishes her skin care line approximately 6 times a year.

 

Let’s look at a customer replacing her skin care regimen 6 X a year, & see your sales & earnings on those products at regular prices.

Make Good Money with Avon by . . .

Increasing Your Sales, Setting Goals and Planning.

by Theresa Austin Paul on Wednesday, September 28, 2011 at 10:44pm

How much would you like to make each campaign? We all would love an extra $100-$300-$500 or so every 2 weeks right? Can you go get another job? Leave the kids? Hire a sitter? Is your boss going to give you that raise? well then...

GIVE YOURSELF A RAISE!!

Does $300 a month sound good to start? How can you do that with AVON? Break it down. That's $150 every 2 weeks. You can earn $150 a campaign easy!!!

Sell $425 at 40% earnings and you can profit up to $170. This varies of course because of fixed earnings items, and business tools, But you CAN profit $150 and more every 2 weeks.

Now, you're asking "How will I sell $425-$500 a campaign?"

#19 - Expecting to Succeed

Day #19 - Expecting to Succeed

By Bob Oros

Knowing exactly what you want, expecting to get it and visualizing the outcome is effectively managing your attitude. When you spend time planning your strategies you are creating a situation you desire. You have control over the outcome.

If you are not advancing towards your goal with the expectation of success, it is not the goal that is out of reach.   It is the daily activities that need attention. The common denominator of all successful professional people is the same. THEY ALL EXPECT TO SUCCEED.

#16 - The Power of Knowing

Day #16 - The Power of Knowing

by Bob Oros

IS IT POSSIBLE TO DESCRIBE A PLACE YOU HAVE NEVER BEEN?

I was driving down highway 75 in Florida and pulled off at a Long John Silver seafood restaurant for lunch. As I was entering the front door a ‘pan handler’ was sitting on the curb asking everyone for their spare change. As I was eating lunch I could see him through the window and I thought how distracting it was to the customers. I wondered why the manager didn’t ask him to leave. He had a can in front of him and one out of every five people dropped some change in it. 
I got to thinking that one out of every five is a pretty good closing ratio.  One more confirmation of the 2 out of every 10 law.

After I finished eating I walked out the door and was thinking about how I was going to avoid him. I was dressed extremely casual as my whole day consisted of simply driving from point A to point B. I have special cloths for these occasions as I don’t want to travel with a whole lot of luggage. So I have some old jeans and a special sweat shirt that my wife keeps telling me to throw away. As we made eye contact I made a spur-of-the-moment decision. I sat on the curb next to him. For the next 30 minutes I learned five lessons that will stay with me for a long time. Because of those 30 minutes I am not only a better sales person and a better speaker, I am a better person.

#14 - How to Overcome Resistance

They say, with Avon and in any sales job or business, you should leave brochures (or go visit) with a potential customer for at least 4 campaigns (or weeks) before they will order.  They want to know that you are going to come back, they want to like you, and they want to trust that you are not going to give up on them before they place their first order with you. 

Know . . . Like . . . Trust

+

Persistance

=

Loyal Customers

Day #14 - How to Overcome Resistance
by Bob Oros

Customers resist even the best ideas. The resistance starts with a negative feeling about the product, service or program. He or she hasn’t looked into it yet. The immediate resistance is general. First of all, there’s the risk. What if the idea doesn’t pay off or the product doesn’t perform?

Also, something new means change. And maybe the change will be uncomfortable. It will cause trouble, and who needs trouble?

All this makes the prospect feel that they don’t want to hear about what you are trying to sell. Even if you get them to listen, their generalized resistance adds strength to the objection.

Your customer will be on the defensive before you even begin to sell. It is in a person’s nature to fear making a change that will cost money. During a sales presentation, your customer will almost always respond negatively to your pricing. It is part of their strategy to get you to lower your price.

By knowing what to expect you avoid giving in without making a case for your product. Salespeople frequently make the mistake of offering discounts up front in order to head off a potentially negative discussion about price.

#6 - Are you worried about sales?

WOW!!  As I read "Day #6 - Are you worried about sales?"  a couple of things came to my mind.  The first thought was about my husband, who has been a salesman for most of our 34 years together. 

About a year after we got married, he got a job as a salesman for a large coffee company earning a teeny-tiny base salary plus commission to start.  After about a year they would "step down" the base salary and he would be paid by "commission only".  I thought our lives had ended that day!!  You see my husband was (and still is) a very quite, reserved, shy, not an "in your face" kind of person.  What was he thinking, taking a position as a salesman on a commission basis?  Had he gone crazy?  We are doomed!!

#3 - It all boils down to one thing. . .

Day #3 of Bob Oros "Dominate Your Market" . . .

We all do it . . . we tell ourselves that we are going to do "such and such" tomorrow.  Then tomorrow comes and what happens?  Nothing!!!

It's time to REINFORCE this DECISION and make it HAPPEN!!!

Happy Selling!

Karen Whitney