BUILDING A SUCCESSFUL AVON BUSINESS

Transcription

1 BUILDING A SUCCESSFUL AVON BUSINESS PERSONAL TRAINING LEADER GOAL PLANNER

2 TABLE OF CONTENTS Setting Goals...2 Start NOW to achieve your Goals!...4 Building a Network...5 Become an Expert in Avon s Sales Techniques...6 Lifeline of your Avon Business...7 Identify Your Goals and Develop Action Plans for the Next Campaign...8 Goals can help you to be, do, and experience everything you want in life.

3 SETTING GOALS WRITTEN BY SUSANNA PALOMARES Why is setting goals important? Because goals can help you to be, do, and experience everything you want in life. Instead of just letting life happen to you, goals allow you to make your life happen. Successful and happy people have a vision of how their lives should be, and they set lots of goals (both short-term and long-range) to help them achieve their vision. By setting goals, you take control of your life. It s like having a map to show you where you want to go. Think of it this way: Two drivers, each sitting at the wheel of her car. One has a destination in mind (her goal) which is laid out for her on a map. She can drive straight there without any wasted time or wrong turns. The other driver has no goal, destination or map. She starts off at the same time from the same place as the first driver, but drives aimlessly around, never getting anywhere, just using up gas and oil. Which driver do you want to be? Winners in life set goals and follow through in pursuit of them. Winners decide what they want in life and get it by developing detailed plans. Unsuccessful people just let life happen by accident. Goals aren t difficult to set, and they aren t difficult to reach. It s up to you to find out what your values, vision and goals really are. You are the one who must decide what to pursue and in what direction to aim your life. The Six P s of Goal Setting Research tells us that when we write down a goal we are more likely to achieve it. Written goals can be reviewed regularly; hence they have more long-range power. Like a contract with yourself, they are harder to neglect or forget. Also, by writing goals in the following fashion, you can stimulate your subconscious to be continuously alert to situations that will further those goals. Goals should be: 1. Positive. State goals in positive rather than negative terms. ("I am a neat and organized person," rather than "I am no longer disorganized.") 2. Present Tense. State goals as though they are being realized right now, or have already been attained. The subconscious mind only operates in the present. If you create goals in the future tense, your subconscious will never get there. 3. Personal. Goals must be about you, and under your control, not about someone else. 4. Precise. Write goals in a manner that clearly describes what you intend to accomplish. 5. Possible. Goals should be realistic. Achieving them must be within the realm of possibility. 6. Powerful. Use words that convey action and emotion. Place written goals where you will see them at least twice a day. If possible, read them aloud and visualize each one. 10/19/2011 2

4 SETTING GOALS What have you set your sights on? PERSONALLY PROFESSIONALLY HOW CAN THE TRAINING LEADER PROGRAM HELP YOU ACHIEVE YOUR GOALS? 10/19/2011 3

5 START NOW TO ACHIEVE YOUR GOALS! How much will you need to earn? What are your average personal Campaign sales? What is your average personal order size? How many Customers do you personally service? How will you start to build your Avon Business? 10/19/2011 4

6 BUILDING A NETWORK Create a Prospecting List Just about everyone you meet is a potential Customer or Representative. BUILD YOUR LIST by using the Power of 3 Every day, talk to 3 new people and ask them for 3 referrals: who might be interested in a brighter tomorrow. FRIENDS/RELATIVES/NEIGHBORS/ORGANIZATIONS PEOPLE YOU MEET AT WORK/SCHOOL/PARTIES/FRIENDS PLACES YOU GO: OFFICES/HOSPITALS/MALLS 10/19/2011 5

7 BECOME A EXPERT IN AVON S SALES TECHNIQUES Become a Prospecting, Appointing, Training and Sales Development (PATD) Expert. Start with a Prospecting List. Develop your prospecting list by using one of Avon s techniques ACT : A APPROACH 1. Review the Prospecting Decision Tree Flow Card 2. Observe your District Sales Manager in the field conducting an Indirect approach and a Direct approach when approaching the Prospect. 3. Practice your approach. The Indirect approach is more effective in making a stronger relationship with the prospect. (Not always the easiest to do.) C CREATE EXCITEMENT! 1. Observe your District Sales Manager in the field Prospecting and see if you can see and feel her create excitement. 2. Think of your excitement about Avon and how you will create your own! T SET THE TIME AND PLACE FOR THE APPOINTMENT 1. Observe your District Sales Manager in the field Prospecting and see how she sets the time and place for the appointment or how she asked for referrals from the prospects. 2. Practice setting the time and place for the appointment or asking for referrals from the prospects. 10/19/2011 6

8 THE LIFELINE OF YOUR AVON BUSINESS CUSTOMERS The importance of Growing Customers and Sales: How: Maintain $ in sales each Campaign to keep your store open to your Customers, set personal sales goals for yourself and grow your earnings all at the same time! Personally achieve TL gates Customer Service/Knowing your Customers Follow up with your Customers Product Knowledge Create an action plan: (These activities are based on the activities in the Training Leader Guide) 1. Prospect daily for new Customers and Sales Leaders 2. Take the Beauty of Knowledge Course on youravon.com (There are over 30 courses to support your development) Start with: Network Marketing Today Beauty Basic Launching Your Avon Business TOP SELLERS AND SALES LEADERS The importance of Training and Developing your Downline: How: Personally achieve TL gates Graduate to Sales Leadership in our Avon Sales Leadership Framework Achieve BIYS Bonus Increase your earnings each campaign Grow 1st. 2nd. And 3rd. Generations and your sustainable and duplicatable business Help build a healthy retirement with focused action and execution of your plans Prospect Appoint Train Develop You are now ready to start to create your action plans for your next 12 Campaigns to ensure you meet all your Training Leader qualifications! Meet with your District Sales Manager and/or Field Training Manager and complete your action plans. On the following pages are suggested examples of how to create an action plan. 10/19/2011 7

9 IDENTIFY YOUR GOALS AND DEVELOP ACTION PLANS FOR THE NEXT CAMPAIGN After you review your Downline Manager reports you can identify your goals for the next campaign and then develop Action Plans to achieve them. What are Your Goals for the Next Campaign? Highlight 3-5 goals for the next Campaign based on your DLM reports from the previous Campaign: 1. Educate on Believe in Your Success at time of appointment. (This will support Staff and Leadership Growth.) 2. Train on Preferred Preview/Product Incentives at time of Appointment. (This will support Average Order and Customers.) 3. Train and Develop LOA New and +26. (This will support Sales in this LOA.) 10/19/2011 8

10 IDENTIFY YOUR GOALS AND DEVELOP ACTION PLANS FOR THE NEXT CAMPAIGN, CONTINUED What Are Your Action Plans for the Next Campaign? See examples below to identify action plans for the next Campaign. (Reference the Training Leader Guide to schedule specific PATD activities each week) SALES ACTION PLAN: (INCREASE REPRESENTATIVE SALES FOR LENGTH OF ASSOCIATION NEW AND 26+) How will I do this? Identifying Goals and dreams to establish sales targets. Identifying opportunities for potential fund-raisers. Developing Top Sellers Introduce Ship Direct and Instant Delivery at time of appointment and with all Established Representative Contacts for Units per Representatives goals (Product Programs). Who will I work with? New & +26 Length of Association (Number of campaigns selling) Representatives tracking for Presidents Club as well as current Presidents Club When will I do it? Training Contacts, Established Representative Contacts & Sales Meetings Appointment Training Contact 1 and 48 hr phone calls Where will it take place? One on one or in a group session Appointment and Training Contact 1 What resources/materials do I need? Current super hits, current incentives sales reports Fund-raiser flyers Presidents Club Tracking Report 10/19/2011 9

11 IDENTIFY YOUR GOALS AND DEVELOP ACTION PLANS FOR THE NEXT CAMPAIGN, CONTINUED ORDER SIZE ACTION PLAN: New Representative Customer Development Fundraisers Established Representative Contacts How will I do this? Teaching selling skills. Product demonstration at time of appointment, Preferred Preview, Fundraiser Workshops, Who will I work with? New & +26 Length of Association Potential Presidents Representative Program Candidates When will I do it? Training contacts 1-4 Sales Meetings Appointment and Training contact 1 Where will it take place? Sales Meeting Scheduled Training Contact 2 s Established Representative contacts What resources/materials do I need? Current Super hits (All Programs) Appointment Kits Training Contact Booklets Development Contact Booklets 10/19/

12 IDENTIFY YOUR GOALS AND DEVELOP ACTION PLANS FOR THE NEXT CAMPAIGN, CONTINUED ADDITIONS ACTION PLAN: Prospecting Anywhere All the Time Always ASK Hip Time Have a Representative with you ALL the time (Downline) Develop Leadership How will I do this? Use Indirect Prospecting and complete the ACT /Ask for Referrals for non interested prospects Generate Believe in Your Success at the time of appointment. Ask for referrals from Representatives. Who will I work with? Sales Leadership Believe in Your Success When will I do it? Appointment Training Contact Development Contact 1 Field Coaching Where will it take place? Field observations What resources/materials do I need? Global Recruiting flyers 2 part business cards Observation forms Appointment kit Incentive/Program Fact Guides & Tools D1-4 Training Materials WDYK list from Representative 10/19/