Avon Appointment Booklet (AT1)...Appointment Guide (AT1) -Instructional Aid 3 Preparation Checkli st Materials: The New Avon Appointment Kit/Tote Includes: Appointment/Training Contact

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Avon Appointment Booklet

(AT1)Instructional Aid

January 2008

Appointment Guide (AT1) - Instructional Aid

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Overview

GeneralThis 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 AvonSales Leadership (ASL).

The content flow and images are designed to generate an interactivediscussion with the Prospect, from the start of the interview tocompletion of the Appointment and goal-setting process. Instructiveand operational detail is limited to those points that will give theNew Representative basic knowledge and skills to conduct herfirst sales calls. Adding more will overwhelm the individual.

Just as important, the process allows the Appointment Maker to initiatea relationship with the new Representative that can continue with othertraining and development contacts to build a successful Avonbusiness.

The Appointment Process follows 4 simple steps as defined by Avon,and the Appointment Booklet is organized accordingly into the fourcolor-coded sections. Key points to share on each page are eitherbullet-pointed, or highlighted in bold color to help guide theconversation and action steps:

District Sales Managers can speak about some experiences of a topperformer; however, do not disclose full name to assure privacy.

Step Objective LengthStep 1-Pink(Pages from Cover–7)

Getting to know each other & Avon...Building arapport with the Prospect—sharing experiencesand introducing Avon, the Company for Women.

10 minutes

Step 2-Sunset Red(Pages 8–15)

Getting on board...Introducing the Avon EarningsOpportunity, reviewing how the AEO can deliverher needs/dreams and converting the Prospectinto a new Representative.

15–20 minutes

Step 3-Magenta/Plum(Pages 16–21)

Getting started...Completing the contract,building the “Who Do You Know” List, presentingan overview of how the business works andinspiring a vision for success.

15–20 minutes

Step 4-Russet Red(Pages 22–Close)

Getting going...Reviewing first steps for the newRepresentative, agreeing upon early goals/nextsteps and reconnecting needs/dreams to actions.

10 minutes

Total Time Target: 60 minutes (one-on-one or small groups)


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Preparation Checklist

Materials: 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• Reference Guide• Training Contact 2 Booklet• Black Tote Bag• Fastest Fast Start Flyer• Contract Scorecard

You will alsoneed:

• 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

Keep in mind: When scheduling an Appointment with a prospective newRepresentative, choose a location that’s quiet and comfortable withenough room to sufficiently review the Avon materials.

• Avon office/training room• Home dining room• Coffee shop• Community room


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Step 1: Getting to knoweach other & Avon

Discussion

FrontCover

Say Hello to a NewTomorrow: Identifyyourself in a friendlymanner and confirmpurpose of visit.Create a connectionwith the Prospect.

Pre-interview tips:Acknowledge homesetting, presence offamily members/pets,general greetings.

“Hello, (Name). It’s great to see you again! Thank you fortaking the time to visit with me today. You know, I have beenlooking forward to our time together ever since I met you at(location).”

Use information you noted during your initial contact with theProspect to bridge the conversation to this interview.

“I could tell that you had a lot going that afternoon and werevery busy, but you took the time to speak with me. You were sopleasant and patient in helping me find what I had beensearching for. It did not take me long to realize that you werethe type of person who genuinely enjoys helping others.”

“That is why I have been so eager to share more about ourincredible Avon Earnings Opportunity with you!”

Page 2 It feels wonderful tobe my own boss:Share “your story”—how and why youcame to Avon. Whatyou’ve achieved orare striving for.

This is the Appointment Maker’s personal story of how and whyshe is with Avon. Example:

“You know, when we met I shared with you that I have beenwith Avon for 6 years. I started as a Representative, just as youare starting today! I thought my first goal was pretty big…a newtelevision. With Avon, I was able to purchase my new televisionin full in a little less than 6 months!”

“My next goal was truly my lifelong dream…to buy a house witha big backyard for my son to play in. As [a top-performingExecutive Unit Leader], I am proud to say that my Avonbusiness has made it possible for me to purchase my dreamhome for my family!”

“It’s that sense of accomplishment I so value in my experiencewith my Avon business.”


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Discussion

Page 3 You can takecharge of your life:Invite Prospects toshare “their story”with open-endedquestions.

“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 lifeyou deserve! I have built a great business and fulfilled my goalsby 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 enjoyabout what you do?…pick up your kids from school. How old are they? What kindsof activities are you and the kids involved in?…meet your friends for lunch. Do you know many people in thiscommunity? How long have you lived in this neighborhood, inthis home?

This is a critical relationship-building opportunity. Use this time tolearn as much as possible about the Prospect. LISTEN forresponses that reveal how she sees herself today and how shewould like to see herself in the future. Responses at this stagemay be correlated to The Avon Advantage list on page 9 of theAppointment/Training Contact 1 Booklet.

“Thank you for sharing that. Understanding what’s important toyou convinces me even more that our time today could be thestart of a great partnership.”

Page 4 Welcome to theworld of Avon:Share Avon’s globalvision and heritage.

“I’m proud to tell you about my ‘business partner,’ Avon! Avon’smission is to empower women through personal growth andfinancial independence. Avon’s commitment to femaleempowerment has strongly continued since the company wasfounded in 1886—34 years before women had the right to vote.”

Did you know that Avon is the world’s largest direct seller withmore than 5 million Representatives in 100 countries?”

Pause: Give the Prospect ample opportunity for anyquestions/response.

“And there’s more…”


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Discussion

Page 5 Your world, ourworld: Share Avon’sphilanthropic mission.

“Avon is the largest corporate supporter of the fight againstbreast cancer. These are pictures from our Avon walks aroundthe world... [point out photo in first position]. And, our Speak OutAgainst Domestic Violence campaign is bringing attention to avery important women’s health issue.”

“Avon Representatives help raise funds for these causes throughthe sale of pink ribbon and Speak Out campaign products. We’vealso played a role in Avon’s responses to national andinternational emergencies—raising funds for victims ofnatural disasters…” Share any personal success with pinkribbon or fund-raiser sales.


“The quality and reputation of Avon’s products provide thefoundation for my direct-selling success.”

Pages6–7

World-class beautyproducts: PromoteAvon’s competitiveadvantage in leadingbrands and R&Dinvestment.

“Avon is trusted around the globe for our world-class beautyand skin care products. Avon Independent SalesRepresentatives have the opportunity to sell some of the mostrecognized brands in the industry like the Anew Anti-Aging lineand wrinkle cream and Skin So Soft. And our commitment toresearch and development means that consumers can lookforward to leading-edge products.”

“Do you, a family member or friend have a favorite Avonproduct?” Share your personal favorites.

“Have you seen our latest (current TV/print) ads?”


“I’m enjoying our conversation. I can’t wait to share how Avoncan change your life.”

We often have well-known people endorse our products, such asDerek Jeter and Jennifer Hudson. Here is Reese Witherspoon,our first Global Ambassador for Avon Products.


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Discussion

“Now, just imagine combining these great products with yourenergy and drive.”


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Step 2: Getting on board Discussion

Pages8–9

Avon offers you anearningsopportunity equalto your ambition.

Introduce the AvonEarnings Opportunityand its advantages.

“Finally, an earnings opportunity equal to your ambition!You can build a successful direct-sales business selling a broadrange of beauty, fashion and gift products.

And you earn bonuses when you recruit, train and motivate asales team through our Avon Sales Leadership Program.

Imagine—unlimited earnings potential and unrestricted personalgrowth…it’s all possible with these great Avon advantages…”

Review the Avon Advantage list on the page. Specify fees/creditavailability based on market. Emphasize any advantages thatconnect to the Prospect’s lifestyle or situation you noted during“Their Story” discussion on page 3. Tell about saving money withAvon Advantage partners who provide discounts on businesstools 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 sellingsituations.

Pause briefly to allow for any questions/response.

“Let me introduce you to Avon’s simple business system.”

Pages10–11

Sell-Share-Show “SELL…SHARE…SHOW! The more you SELL, the more youearn—up to 50%! SHARE and earn even more—up to 12% ofyour team’s sales!”

“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 EarningsOpportunity, then

• SHOW your team how to do what you do. Role-model thesteps to building a successful business enterprise.”

“With Avon, you earn two ways: through personal sales andthrough team-building!”


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Step 2: Getting on board Discussion

“And Avon shows you how every step of the way.”

Pages12–13

With Avon you’re inbusiness foryourself, not byyourself.All the support andbenefits to assist andreward success.

Introduce Fast Startflyer

“With Avon you are in business for yourself, not by yourself.The resources of our global company are behind you. And, asyour Business Partner [or District Sales Manager], I am fullyinvested in your success!”

“Avon offers comprehensive training tools and resources andexciting recognition and bonus programs…”

Review the list on Page 13 of the booklet. Make specificreferences to new Representative program, top seller’s programand the Sales Leadership Fast Start Bonus.

“Successful achievement in our sales clubs and incentives, suchas President’s Club and Fast Start, sets you on a strong courseto maximize both the direct-selling and network marketingstrategies of your new business enterprise!”


“Let me tell you a few examples of others who have benefitedfrom Avon’s support in building their businesses. They startedwith a dream, a goal. Just like I did (Appointment Maker refersback to their story they shared on Page 2 of the booklet).

“What do you dream about? What if money were no object?”

Pages14–15

What are yourDreams? Connecttheir “dreams” withthe possibilities Avonoffers.

Discuss/exploreverbally only at thisstage.

“Let’s take a moment to sit back, close your eyes and think aboutwhat you really want out of life. What do you dream about? If allbills were paid and money were no object, what would you wantfor 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 allothers’ needs were met, what one indulgence would you rewardyourself with?”…“If you could go anywhere in the world, where would you go?Who would you take with you? What things would you do?”


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Step 2: Getting on board DiscussionPages14–15(cont’d.)

What are yourDreams? “Close thesale” here. ConfirmProspect’s intentionto join Avon today—as a direct selleralone or as a direct-seller and SalesLeadershipparticipant based onthe scale of herdreams and goals.

Place a check markfor appropriate“dreams” on page 15only after Prospecthas affirmed decisionto join Avon today. Ifadditional “dreams”from those listed arementioned, notethose on page 15and on the Take-Away.

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 theProspect’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 foryour business success. Goals are dreams with a time line.”

Pause, wait for a response. You want to gain the new Recruit’scommitment to investing her time and energy to building her newbusiness. Address any questions/concerns.

If “yes,” reaffirm the Prospect’s decision to start her business, andrecord her dreams on the Take-Away.

“That’s great, (Name)! I’m thrilled to get you started towards yourdreams today! I’m looking forward to partnering with you to helpbuild your new business.

“We can start your business today for a modest fee of $10.00.I’ll need some information to prepare your Avon contract. While Icomplete this step, would you please collect your (specificidentification/required information or documents)?”

Take-Away/Backpagefoldout

Why not you? Whynot today? Oncecommitment to Avonbusiness isconfirmed, record theindividual’s dreams.

If “yes,” record her dreams mentioned on the Take-Away as newRecruit collects papers/information/payment. Include anyadditional points of information mentioned in earlier discussionsin the “It’s All About You” section. For example, names ofchildren/family members, community activities/groups, workplace,hobbies/recreational interests.

“We’re going to start building your business list right now…”Skip to Step 3.


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Step 2: Getting on board DiscussionPages14–15(cont’d.)

What are yourdreams? Respondto 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. Whatquestions can I answer for you?”…“What more would you like to know about the AvonOpportunity? 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 manythings for my family. I would simply not have the time.”

Response…“I understand. Time with your family and for theiractivities is essential. You know, many people have felt thesame way. They think that their already full calendar could notsupport a thriving Avon business. In reality, our best AvonRepresentatives have found that their busy lives added to theirability to gain Customer referrals and find new team members.As a result, they built great businesses and gained more qualitytime with their family.”

Fact-Based Assurance Example: Concern…“I have been withother direct-selling companies in the past and gotten stuck withhundreds of dollars in products I was forced to buy, could not selland not allowed to return.”

Response…“That was a frustrating experience, and I canunderstand why you have raised this concern. Avon is unique inthe direct-selling market. We do not require you to carryinventory. Finally, Avon has an unconditional money-backguarantee. We stand behind our product!”

Definitive “No”…Thank the Prospect for her time, and have heragree to allow you to contact her in the future should herplans/needs change. Collect names and contact information asLeads.

“(Name), thank you so much for the opportunity to talk with youtoday. I understand that this opportunity may not be right for youtoday, but perhaps in the future. Do you know anyone who maybe interested in earning an additional $500 per month and/orstarting her own $100,000 business?” (Promote local recruitingprize program.)


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Step 3: Getting started DiscussionPages16–17

Who Do You Know?Initiate the process ofbuilding theirbusiness “Who DoYou Know?” List.

Fill out contract anddetermine NewRepresentativeCredit Guideline byusing CreditScorecard.Reference theContract ScorecardInstruction sheet fordialogue.

Record potentialDownline membersas Leads.

.

Refer to the FastStart flyer.

“Congratulations on starting your new business, (Name). Gettingstarted with your Avon business is as easy as listing everyoneyou know and come in contact with—‘Who Do You Know?’ ”

“How many family members? Friends? Co-workers?Neighbors?” Total the numbers of potential Customers. Thetotal number will impress new Recruit with the possibilities.

“While I am completing your contract information, take the nextseveral minutes and write down the names of everyone youknow. 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 telephonediary/directory?...How about the cell phone directory?...Any out-of-town contacts, like those on your holiday mailing list?”

This is a critical brainstorming process. Allow the newRepresentative to take as long as necessary, without interruptionto compile her list. Remember, the “Who Do You Know” List isthe foundation of the Recruit’s business success.

After the new Representative has completed their list, review thelist (all potential Customers) to identify who among them coulduse more money and have dreams and goals. Relate this step toAvon Sales Leadership opportunity. The goal is to identifyCustomers, Helpers, those she knows outside her Geography(eReps) and potential Downline members/Lead generation.

Refer to the Fastest Fast Start flyer: Have the newRepresentative fill in the names of the people with whom the newRepresentative identified to share the Avon opportunity. Explainhow the people on this list will become part of their team,enabling them to reach their dreams/goals and achieve the FastStart bonus.

“(Name) now I am going to ask you to fill in the names on theFastest Fast Start flyer of the people you have identified that canuse additional income. As you build your team you will see yourFastest Fast Start bonus grow. (Explain how much money theycan earn by the number of people they have added to their list). “

“I will partner with you to help you get started. I’ll demonstrateto you how to present the Avon Earning Opportunity to train you


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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’llshare with them.”


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Step 3: Getting started DiscussionPage 18 The Avon Brochure

is your store…Introduce the AvonBrochureemphasizing itscentral role in theRepresentative’sbusiness.

Demonstrate how touse the:

• Brochures• Samples

“The Avon Brochure is your store—the most critical element ofyour business. Everyone on your “Who Do You Know” Listshould see your brochure every 2 weeks, in person or online!

“Every edition is a powerful marketing tool…” Use currentbrochure to point out Customer offers, product gifts and/orsamples in brochures.

“Remember, if your Customer is not aware of and able to accessyour brochure, your store is not truly open for business!”

(Explain to the new Representative that she needs to place hername and phone number on the back of her brochures, alongwith the brochure’s expiration date.)

“And as an eRepresentative, your store will be available forCustomer sales 24/7.”

(Take out the box samples from the Kit, and let the newRepresentative open one sample and apply it to the back of herhand. Ask the new Representative what she thinks of the sampleand would she feel comfortable demonstrating this to herCustomer.)

Page 19 You have the powerto increase yourearnings.

Demonstrate how touse the order book.

“You have the power to increase your earnings every 2 weeksby consistently following the Avon success cycle! Let’s take acloser look at each cycle…”

Review The Avon Cycle of Success.Emphasize how her commitment to consistently growing andserving Customers, activating interest in Prospects andsubmitting on-time orders help them realize their dreams.(Take out the order book from the Kit, and refer to instructionsand the sample on how to fill out the order book.)


“It’s so exciting to see people just like us succeeding with Avon.”


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Step 3: Getting started DiscussionPage 20 They’re making

money andenjoying life.Spotlight local top-performingRepresentativessuccesses inPersonal Sales andSales Leadership.

“People right here in our (town, city, community) are earningmore than they ever thought possible using our proven method ofsuccess.”

Point out any Representatives whose background/circumstancesmirror the new Recruit’s.

“So, what did you think? Do you see yourself with that kind ofsuccess? I know I do!”


“The true beauty of an Avon business is its capacity to grow asyou grow.”

Page 21 Earn as much asyou need—or want!Build aspirations…Avon can help deliverdreams “large andsmall.”

“Earn as much as you need—or want! How high do you wantto soar? (Name), the sky is the limit! Take a look at how anAvon business compares with salaries in the market. Forexample, 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 averageLeadership earnings for titles on this chart versus theDevelopment contact 1 chart, page 11, is that these earning arean average of the top 10 performers versus an average of alltitled performers.

Point out any similarities between her current earnings, oremphasize the standard of living possible through Avon earnings.

“Let’s take a closer look at the commission structure. Based onyour campaign sales, your commission could range from 20% to50%! 50% on our Beauty and core products and 20% on our fixedearning products. Combine that with the Sales Leadership bonusthat 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 longway toward helping you achieve your dream of (dream)?”

Explain: A new Representative earns 50% commission on full


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earnings products and 20% on our fixed earnings products (fixedearning products are identified by an asterisk next to the productin the brochure) on her first order when the order is submittedonline. And 50% (20% on fixed earning products) on second,third and fourth orders when the order totals $50 or more and issubmitted online.



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


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Step 4: Getting going DiscussionPage 22 Five Basic Steps

Review Steps.Review the 5 Basic Steps. Offer examples of each using aname from the new Representative’s “Who Do You Know”List:

Step 1 – Approach CustomerStart your conversation with a genuine compliment/greeting.

“Hello, (Name). It was great seeing you last week! It’s alwaysfun when we get together. I’m calling with some excitingnews! I’ve started my own business! Yes—with Avon!”

Step 2 – Determine Customer’s needsAsk open-ended questions.

“What beauty products do you currently use?”“The holidays (specify holiday) are upon us. Have youcompleted all your gift shopping?”“Can you believe summer is almost here? What suncare/outdoor protection products do your family use?”

Step 3 – Present and Sell the BenefitsShow the brochure/catalog and spotlight Avon products thatmatch her needs.

Step 4 – Answer questions and overcome objections“(Name), I understand your reluctance to try new brands, but Ioften discover great benefits in new products I’d neverconsidered before.”

“You’re so right to be cautious about product ingredients,(Name). I’ve found that reading the contents labels provide agreat deal of useful information. All of Avon’s productcontents are clearly detailed with each product.

And don’t forget about the Avon Guarantee.

“…And the great thing about Avon is that your satisfaction isguaranteed or your money is refunded.”


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Step 4: Getting going DiscussionPage 22(cont’d.)

5 Basic Steps(cont’d.)

Step 5 – Close the SaleAsk for the order.

“Your product is on sale this campaign (quote price). Howmany 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 AvonBrochure, or learn about the Avon Earnings Opportunity.

“(Name), I’m enjoying my new business and these greatproducts. Who do you know would enjoy seeing an AvonBrochure?”

“(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 ortwo). Who do you know could use more money?”

“We’ll review these basic steps, and even build on them inlater sessions, but you want to focus on these next keyactions before our next contact.”

Page 22(cont’d.)

Help the new Representative prepare for early success.Review each step of the First Campaign Checklist directingher attention to the support/materials contained in theAppointment Kit she will need to review prior to your nextcontact.Introduce and Review online flyer, specifically how to register onlineand Learning online through The Beauty of Knowledge Trainingcourses (discuss the courses that are listed on the First CampaignChecklist).

“Let’s return to your Dreams List and decide which of yourgoals you want to achieve first.”


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Step 4: Getting going DiscussionPage 23 You’re in charge with

Avon.Develop earlybusiness/campaign plantogether. Connect NextSteps/Targets torealizing dreams andgoals.

“(Name), we’re going to record your goals for your first threecampaigns on this page. But first, let’s go back to what youwould like to achieve with your Avon business. (Reiteratedreams discussed earlier.) How much do you think it willcost? And when would you like to achieve it?”

(Write the dream, by when and how much in the Tomorrowstarts today space.)

“Visuals always help keep a person focused. I suggest thatyou put a picture of your goal/dream some place where youcan see it every day and be reminded of what you are workingfor with your new business.”

(To determine estimated earnings needed per campaign toachieve the dream, divide the total amount needed to achievethis dream by the number of campaigns to reach the targetdate. For example, the new Representative wants to earn$1,000 in 3 months (6 Campaigns). $1,000/6 = $167.00 percampaign. This number is Estimated Earnings.)

“Let’s take a look at your ‘Who Do You Know’ List and seewho you could contact over the next week. You will want tofocus on your first four campaigns because this is where youcan earn 50% on our full earnings products when you orderonline. How many Customers do you think you can contact?”

(Under the first campaign, let the new Representative fill in thenumber of Customers. Calculate average Customer order of$25.00, or average for market, and fill in campaign sales.)

“Based on 50% earnings on full earning products and 20% onfixed earning products, your estimated earnings are $XX. Youwill also need to take in account what your investment intoyour business will be such as brochures, samples andDemonstration products.”

(Put this number is the Estimated Earnings line. Discuss thateach Campaign as the new Representative talks to morepeople and generates more new Customers her/his estimatedearnings will continue to grow)

(Pull out the Fast Start flyer and review the number of peoplethe New Representative has listed.)


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Ask:“Let’s start your earnings towards your Fast Start Bonus, soyou 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 theopportunity with before your first order goes in?”(Pause for answer.)

“To get you started towards building your Sales Leadershipteam, we can conduct your first calls together. That way, Ican 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 thirdcampaign. Keep referring to the WDYK list and the Power of 3to increase number of people that can be contacted eachCampaign. 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 thethree campaigns to show the New Representative’s earningspotential toward her dreams and goals.

Total up the number of Recruits from all three campaigns andrefer to the Fast Start flyer to show the new Representativeher bonus potential.)

“How do you feel about these numbers? Achieving theseearnings will allow you to reach your (dream).”“There are also a number of activities scheduled in our/yourDistrict that will help you meet these goals.”

Take-away/Goal-DreamCard(Backpagefoldout)

Goals & Next Steps “I am planning an Opportunity Meeting (give date). Why don’tyou invite all the people on your Fast Start flyer?”

(Record in the Take-Away Goal/Dream Card the informationthe Representative filled in on page 23 under first, second andthird campaigns. Confirm next steps, meeting date andrecord Training Contact 2. Note any other action items. )


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Step 4: Getting going DiscussionClose/BackCover

Key Dates, Informationand Contacts If Training Contact 2 cannot be completed prior to first order

submission, review key points during follow-up phone contact.

“Congratulations, (Name)! I am excited to be a partner inbuilding your successful business! Remember, you’re inbusiness for yourself, not by yourself. Call me (or primarycontact) with any questions.”

“What questions do you have at this time?”

Pause: Give the new Representative ample opportunity forany questions/response.

(Respond/address). “(Name), I’m looking forward to helpingyou reach your (dream), and many dreams beyond that! I’lltalk with you soon!”


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24 to 48 Hour Follow-Up Call

Follow up by phone. Within two days of your first meeting, call your new Representative tocheck on her progress. Offer to answer any questions or provideassistance as needed. Remember to encourage her as she buildsher new business.

Confirm Appointment for Training Contact 2.

Looking towards TrainingContact 2

Complete Training Contact 2 before the new Representativesubmits her first order. The goal of this session is to determineprogress towards Next Steps recorded during the Appointmentprocess:

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 arethree 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 theAppointment materials.

Where schedules allow, did the new Representatives attend a/an …• Avon Opportunity meeting?• Sales meeting?• Downline Unit meeting?

Conduct DevelopmentContact 1 (as applicable)

If the new Representative elects Avon Sales Leadership at time ofAppointment, schedule the Development Contact 1.

In cases when the new Representative does not elect Avon SalesLeadership, extend the opportunity during later Training Contacts.

Documents

Avon Appointment Booklet (AT1)...Appointment Guide (AT1) -Instructional Aid 3 Preparation Checkli st Materials: The New Avon Appointment Kit/Tote Includes: Appointment/Training Contact