Prospecting For Leadership Representatives€¦ · Prospecting Prospecting Avon Products, Inc. July 2010 Page 3 of 34 Module Overview Objectives Upon completing this module, Leadership

Prospecting

For Leadership Representatives

Instructor Guide

Designed by Avon Products, Inc., U.S. Sales Training

Table of Contents

Welcome and Module Overview...................................................................................... 5

Prospecting Review......................................................................................................... 7

Your Prospecting Attitude................................................................................................ 9

The Prospecting Process .............................................................................................. 18

Prospecting Model......................................................................................................... 29

Prospecting Role-Play................................................................................................... 31

Summary and Close.......................................................................................................34

Prospecting

Prospecting Avon Products, Inc. July 2010 Page 3 of 34

Module Overview

Objectives Upon completing this module, Leadership Representatives will be able to: • Explain the goal of Prospecting to build their businesses • Describe the Prospecting process, tools and techniques. • Conduct the prospecting steps given a scenario.

Timing & Flow

Lesson Length

Module Introduction 5 min.

Prospecting Review 5 min.

Your Prospecting Attitude • Belief Window

25 min.

The Prospecting Process • Prospect List • ACT and Generate Leads

20 min.

Prospecting Role Model 5 min.

Prospecting Role-Play • Role-Play Activity: Prospecting Role-Play

60 min.

Total Time Approximately 2 hours

Pre-work

Prerequisites Participants are Leadership Representatives. They may be Fast Start Representatives or have achieved Unit Leader or above.

Prospecting


Preparation Checklist

Review

Room Set-up

• Classroom style

Test Equipment • Computer

• LCD projector

• Slides

Assemble & Organize • Prospecting flyers

• One copy of the Participant Guide for this training session for each Leadership Representative

• Set of the “Prospecting Cards” with scenarios on the back for half of the number of participants.

• 2 copies of the Prospecting Observation Form for each Leadership Representative. The Prospecting Observation Form is found on SMO.

Create • Prepare to demonstrate the steps of conducting prospecting as they are described in this Instructor Guide.

Prospecting: Lesson: Welcome


Lesson: Welcome and Module Overview

Welcome Script Time: 5 minutes

Facilitator Action Visual Cue Script Display the first slide as participants enter the room

Slide 1

Display the Prospecting Title Slide

Slide 2

Prospecting is one of the most important activities that you perform. It’s your tool for building your Downline and achievement of each level in Leadership.

Today you will learn about Prospecting and practice using this important skill with the Prospecting Decision Tree and Prospecting Observation Form.

Present the Agenda slide Refer to Participant Guide page 2.

Slide 3

Participant Guide

Page 1

Here is what we will cover in this module: • Prospecting Review

• Your Prospecting Attitude—Belief Window

• Review of the Prospecting Process

• Prospecting Model

• Prospecting Role-Play

Prospecting: Lesson: Welcome


Welcome Script Time: 5 minutes

Facilitator Action Visual Cue Script Transition

Let’s review what you know about prospecting.

Prospecting: Prospecting Review


Lesson: Prospecting Review

Prospecting Review Script Time: 5 minutes

Facilitator Action Visual Cue Script The success of your Downline depends on

your ability to continuously generate a supply of leads and new recruits.

Slide 4

Participant Guide

Page 2

Prospecting is the process of developing a list of names and sources of leads with whom you can share the Avon opportunity. Prospecting is the art of networking, a way of starting new relationships, and a way of developing and expanding your business. This is Prospecting. It is the “P” in PATD.

Slide 5

The goal of Prospecting is to leave each person with a(n):

• Interest in the earning opportunity

• Desire to become an Avon Customer

• Good feeling about Avon

The ultimate goal when prospecting is to sell the Avon opportunity and schedule the appointment.

Prospecting: Prospecting Review


Prospecting Review Script Time: 5 minutes

Facilitator Action Visual Cue Script Ask Count the hands that go up.

Prospecting is critical to the growth of your Downline, but whom here, from time to time, just doesn’t have a very good attitude about prospecting?

Transition

If we are honest with ourselves, we all have times when we just don’t want to prospect for new Representatives. Let’s take a few minutes now to examine our attitudes about prospecting.

Prospecting: Your Prospecting Attitude


Lesson: Your Prospecting Attitude

Your Prospecting Attitude Script Time: 25 minutes

Facilitator Action Visual Cue Script

Slide 6

We have found that: • What you believe about prospecting has a

powerful impact upon how you feel when prospecting.

• What you feel when prospecting has a powerful impact on what you do about prospecting

Let’s take a look at what sometimes gets in

the way of successful prospecting and a technique you can use to change the rules that govern your prospecting behavior.

Ask: Provide Possible Answers: • Scared • Shy • People won’t talk to

me • Challenged!

How do you feel when you prospect?




Facilitator Action Visual Cue Script In order to be a successful prospector you

need: • An enthusiastic, friendly attitude

• The skills or “know-how” of prospecting

• Knowledge about Avon and the earning opportunity

• Knowledge about the beauty and personal care industry.

• The ability to stay organized!

Like anything else in life, if you don’t have a positive attitude, prospecting will not be easy and you won’t enjoy it or be successful at it.

Furthermore, your attitude comes across in your communication style. If you are uncomfortable about prospecting, your Prospects will see your discomfort and most likely will not be interested in Avon.

Slide 7

For the next few minutes we will talk about the method for identifying your beliefs about Prospecting and for redirecting those beliefs that may hinder your success. When our beliefs are positive, the road to success is open to us.




Facilitator Action Visual Cue Script The technique was developed by Hyrum

Smith, the vice-chairman of Franklin Covey and author of several books including What Matters Most and The Modern Gladiator.

Slide 8

Participant Guide

Page 3

• As some of you know, in 2001 Hyrum spoke at Avon conference about what he calls the “belief window.”

• According to Hyrum, each of us views life through our own “window.”

• Our windows are not clean and clear; rather all of our beliefs about the world hang on our window like a shade. We look out through our window onto our own behavior and the behavior of others.

• From our beliefs we have each constructed

rules that govern our behavior.

• The observable result of our behavior may or may not be satisfactory to us.

• For example, if you believe that people

don’t like being approached by strangers and it makes them angry, your rule might be “If I approach a stranger to tell her about the Avon opportunity, then she will become angry and walk away.”





• The rules influence the behavior. In this example, you would stop approaching strangers to talk about Avon.

• The observable result of your behavior may or may not be satisfactory to you. In our example, you will not recruit as many new Representatives if you do not include talking to strangers when you prospect.

• The point is, that once you have identified

your belief you can work to change it and subsequently change your behavior.

Let’s walk through Hyrum’s model for

changing beliefs together, and then you will have an opportunity to work through the model using one of your own beliefs.

Slide 9

• In Hyrum’s example he starts by identifying his behavior pattern: “I’m really reluctant to talk in front of a group of people.”




Facilitator Action Visual Cue Script • In Step 2 he asks himself “why?” “Why am I

reluctant to talk in front of a group?”

Because when I talk in front of a group I’m afraid I’ll make a fool of myself and forget what I want to say.” This is the principle on his belief window.

• Step 3 is to predict your future behavior

based on your belief.

Ask: Confirm/provide the answer: • He avoids all

situations where he has to be in front of a group.

What might Hyrum’s future behavior be, based on his principle?

Slide 10

• An alternative to his principle might be, “A lot of people feel the same way and can empathize with my nervousness.”

Ask: Confirm/provide the answer: • He might practice

talking in front of large groups.

How might his behavior look if he believes the alternative principle?




Facilitator Action Visual Cue Script Ask: Confirm/provide the answer: • The result in Step 5

is desired. It makes him feel less nervous about speaking in front of people.

Which is the desired result, the result in Step 3 or the result in Step 5?

Ask:

What questions do you have about our example or about how the model works?

Slide 11

• Let’s try another example together, and then you’ll have an opportunity to work through a behavior of your own.

• For this example, the behavior is: “I don’t tell Customers about the Avon Earning Opportunity.”

Ask: Confirm/provide the answer: • I believe that I am

bothering them and I will lose them as a Customer.

Why do you think that you don’t tell Customers about the Avon Earning Opportunity?

• If you think that your Customers will be bothered and you will lose them as Customers, then that is the principle on your belief window.




Facilitator Action Visual Cue Script Ask: Confirm/provide the answer: • I won’t tell

Customers about the Avon Earning Opportunity.

How will I behave in the future based on this principle?

Ask: Confirm/provide the answer: • If I talk to everyone

about the Earning Opportunity I will appoint more Representatives in my Downline and achieve the next level of Leadership

Slide 12

What is an alternate principle I can have?

Ask: Confirm/provide the answer: • I will talk about the

Earning Opportunity with everyone

How might I behave if I believe this new principle?

Ask: Confirm/provide the answer: • To talk about the

Earning Opportunity with everyone.

Which is the desired behavior?

Answer questions about this process and proceed to the activity




Facilitator Action Visual Cue Script Conduct the Activity: 1. Read the steps on

the slide aloud to the participants.

2. Instruct participants to turn to the worksheet on Participant Guide page 3.

3. Tell participants to work through the steps of the process on their own to construct a new belief that will lead to behavior that will bring success.

Allow about 5 minutes for participants to complete the worksheet.

Activity

Slide 13

Participant Guide

Page 4

Belief Window Activity: Now you will participate in an activity to practice using Hyrum Smith’s method for identifying beliefs that hinder personal success. Each of you will identify your own behavior and use Hyrum Smith’s steps to change your belief.

Debrief: Ask the questions on the slide.

Slide 14

Who would like to share their Belief Window?




Facilitator Action Visual Cue Script Instruct the volunteer to explain to the group how he or she worked through the steps of the process as shown on the slide. Thank the volunteer for taking a risk to share his or her beliefs with the group.

Ask: Answers may vary.

Do you think this is a useful tool to help you achieve results?

Read each statement on the slide

Slide 15

• Hyrum suggests that we all place these four principles on our belief window.

What questions do you have about the belief window and the importance of the role of beliefs to your Managers’ success?

Transition

Let’s continue with the process for successful prospecting.

Prospecting: The Prospecting Process


Lesson: The Prospecting Process

The Prospecting Process Script Time: 20 minutes


Slide 16

You know that prospecting consists of: • Prepare for prospecting. This involves

gathering prospecting tools and staying up-to-date on Avon products and industry trends.

• Conduct prospecting. There are 3 key

steps in Prospecting (ACT): • The Approach

• Create Excitement

• Set the Time and Place for the Appointment

Slide 17

Participant Guide

Page 5

Prepare to prospect by first setting your objectives. Determine:

• Target number of names to generate

• Target number of appointments to set

Determine where you will prospect:

• If the prospect was referred, choose a venue convenient to the referral

• If conducting cold prospecting, choose a high traffic and/or low coverage area





• If prospecting will be conducted in an event, e.g. job fair or opportunity meeting, set up the venue so place looks professional

PROSPECT ANYTWHERE, ANYTIME, ALWAYS ASK!

Discuss “Preparation” Refer to and hold up the current prospecting flyers.

Slide 18

You need to be prepared to prospect by always having or doing the following: • Prospecting flyers with your name and

contact information o We recommend using prospecting

flyers rather than brochures for prospecting.

o Brochures encourage product sales and should be given if the prospect wants service, but the initial approach should be with prospecting flyers.

o You should be prepared to prospect without tools, if necessary

• Business cards • Pen and planner to write down the

Prospect’s address and contact information

• Prospecting Decision Tree

• Dress professionally and wear Avon jewelry and use Avon products




Facilitator Action Visual Cue Script Explain Prospect Lists

Slide 19

Participant Guide

Page 6

The Prospect List is a list of names of people whom you already know; your personal “network” of family and friends. Think about the word FROGS: • F = Friends – Check your address book,

telephone lists and holiday card lists for the friends you see often or infrequently.

• R = Relatives – Think of close family first,

then extended family that you need someone else’s help with contacting.

• O = Occupation – Work past and present.

People you know who work in other occupations.

• G = Geography – Neighbors past and

present. Shops, doctor’s offices, hairdressers, garages, news agents, etc.

• S = Social – Acquaintances who do not fit

into other categories. People you meet at school, gym, evening classes, social clubs, etc.

Now let’s review the Prospecting Steps.





Slide 20

Participant Guide

Pages 7-9

Follow the Prospecting process outlined on the Prospecting Decision tree.

As you know, the objective of the Prospecting Decision Tree is to remind you how to conduct an actual Prospecting activity.

As you can see on the Prospecting Decision Tree there are 3 key steps in Prospecting (ACT):

• The Approach

• Create Excitement

• Set the Time and Place for the Appointment




Facilitator Action Visual Cue Script Review the Approach

Slide 21

There are two types of approaches that work best when prospecting: • The Indirect Approach - When you start a

conversation using open-ended questions to establish rapport and then bridge to Avon.

• The Direct Approach - when you meet someone and you immediately introduce yourself as an Avon Sales Leader. Again, finding common ground and/or giving a compliment to build rapport make this method work well.

Slide 22

You should remember to start your talking points with the 4 C’s: • Start a Conversation by finding Common

ground • Give a Compliment that shows that you

Care to build rapport

Review the Indirect Approach and the “Bridge to Avon”.

Slide 23

• If you are using the indirect prospecting approach use a “bridge” statement to introduce Avon into the conversation.

• The bridge is meant to help you transition

smoothly from talking about the person to talking about the Avon earning opportunity.




Facilitator Action Visual Cue Script Instructor Demo Model the Approach using the bridge statement shown on the right. Look at one of the participants and deliver the bridge statement.

For example, you are at a party. You strike up a conversation with a woman standing near you. “This is such a nice party, isn’t it? I’m really enjoying myself. How do you know the hostess? (Listen to her answers and comment or ask other questions accordingly) Through work? So what do you do? I’m in sales too. I’m an Avon Leadership Representative. We have a fragrance similar to the one you’re wearing. It’s lovely. Is it Avon?”

Ask: Confirm/Provide the Answers: • “This is such a nice

party isn’t it?” opened the conversation

• How do you know the hostess? “So what do you do?” “I’m in sales too. I’m a Leadership Representative” was the bridge statement.

What did I say to open the conversation? What did I say to bridge to Avon? What open-ended questions did I ask to get information?

If you are using the direct approach you would tell the prospect who you are and that you work with or sell Avon up front in the conversation.




Facilitator Action Visual Cue Script Instructor Demo Model the Direct Approach by looking at one of the participants and saying:

For example, you are picking up your son from soccer practice and begin speaking with one of the new player’s mom. “Hello, Susan, it’s so nice to meet you. My name is Alisha and I’m an Avon Representative. Joanne told me that you’re new in town and may be looking to go back to work. Tell me how you would feel about continuing to spend time with your family whilehaving the opportunity to earn from a successful home-based business?”

Ask: Confirm/Provide the Answers: • “Hello Susan it’s so

nice to meet you” opened the conversation

• “My name is Alisha and I’m an Avon Representative.” was how I introduced Avon.”

• “Joanne told me that you might be looking to go back to work. How would you feel about spending time with your family while having the opportunity to earn from a successful home-based business?”

What did I say to open the conversation? How did I introduce myself and Avon? What open-ended questions did I ask to identify the need?





Slide 24

After opening a conversation about Avon and identifying the prospects needs, you Create excitement about appropriate Avon products and the Avon opportunity.

You create excitement by presenting the appropriate Avon opportunity that will best meet the needs of the Prospect. It’s during this step that you hand the prospect a flyer. For example, if she told you that she should go back to work but childcare is so expensive, tell her about the earning opportunity and how easy it is to earn a minimum of $300 a month from a home based business. • Always keep it simple when you are

prospecting and always think of what’s in it for the prospect.

• If she sounds interested in a home based

business emphasize: • High income potential • Flexible hours • Training and development • World-class products

• Do not overwhelm her with too much detail. • Present “what’s in it for her.”




Facilitator Action Visual Cue Script Remember to listen more than you talk. Find

out the Prospect’s needs rather than rushing in to tell her about Avon. You will establish trust by not interrupting and by asking relevant follow-up questions to clarify or acknowledge what the Prospect is saying.

Review the 4 paths in the Prospecting Decision Tree

Once you have Created Excitement about the Avon Earning Opportunity, remember to follow one of the 4 paths on the Prospecting Decision Tree:

1. If the prospect is not interested in buying or selling, generate leads.

2. If the prospect is interested in buying but not selling, get her contact information, show her the brochure and generate leads.

3. If the prospect is interested in selling and has the time, proceed directly with appointing.

4. If the prospect is interested in selling but does not have the time, set the time and place for the Appointment and Training Contact 1.





Slide 25

Now that you’ve explained the Avon opportunities that best meet her needs it’s time to close the sale. This is when you set the Time and Place for the appointment. Time is the “T” in ACT.

Ask: Take several answers. Provide Possible Answers: • Give her a product

sample • Give her a brochure

with your contact information

• Smile, be friendly and polite.

• Give her your card

Regardless of whether or not she agrees to meet you for the Appointment, what are some ways to leave the Prospect with a good feeling about Avon?





Slide 26

Get referrals if the appointment is not set. If Prospect is not interested in becoming an Avon Representative right now, ask her to provide you with names of people she knows who might like to learn more about Avon. For example: “Who do you know at work who could use an extra $300 a month?” or “Who do you know who may have been laid off from his or her job?” What you say depends on the situation and the prospect. You’ll need to vary what you say.

Ask: Ask if the group has found answers to commonly asked questions they’d like to share.

What questions do you have about prospecting?

Transition

Now I will put it all together to show you what Prospecting with ACT looks like.

Prospecting: Prospecting Model


Lesson: Prospecting Model

Prospecting Model Script Time: 5 minutes

Facilitator Action Visual Cue Script Use Scenario 3 from the set of Prospecting Scenario Cards. Model the complete prospecting process so that participants can see what the complete process looks like. Remember to: • Approach the

Prospect and ask open-ended questions to assess his/her needs and goals.

• Create excitement about the Avon opportunity.

• Set a Time for the appointment.

Conduct the Model.

I will now model the prospecting process using the following Scenario… You are a single mom with teenage children working two jobs. You have a 15-year-old daughter getting ready to start high school and a 19-year-old son who is in his second year of college. You work in a bank during the day and teach aerobics at night. Even with both jobs, you would still like to contribute more to your family’s income.

Debrief the model. Call on volunteers to answer the questions.

What did the Leadership Representative do to:

• Approach the prospect? Was it direct or indirect?

• Create excitement? • Set the time and place for AT1? • Generate leads?

Transition

Now you will practice preparing for and conducting the prospecting process in a role-play session.

Prospecting: Prospecting Role-Play


Prospecting Role-Play Script Time: 75 minutes

Facilitator Action Visual Cue Script Introduce the role play

Slide 27

Now you’ll all have a chance to practice prospecting.

Hand out the Prospecting Observation Form. Point out some of the differences.

Prospecting Scenario

cards Prospecting Observation

Forms

For this role-play you will use Prospecting Scenario cards, Prospecting Decision Tree in your Participant Guide, and the Prospecting Observation form.




Facilitator Action Visual Cue Script Assign the participants into triads for the role-play. Distribute 3 Prospecting scenario cards to each triad. Refer the coach/observer to the Prospecting Observation Forms

Participant Guide

Page 10

Prospecting Role-Play 1. I will assign you into groups of 3.

2. Decide who will first play the role of the Prospect, who will be the Leadership Representative, and who will be the Observer.

3. I will pass out 3 prospecting scenario cards.

4. On the front of each card is a photo of a prospecting opportunity and on the back is a description of the scenario.

5. Each of you will play the role of the Leadership Representative for 3 of the scenarios, the Prospect for 3 and the Observer for the remaining 3.

6. When you play the role of the Prospect read the scenario on the back of the card and don’t let the “Leadership Representative” see it. If you are playing the role of the Leadership Representative look at the photo and prepare to approach the Prospect. The Leadership Representative’s goal is to interest the Prospect in the Avon opportunity and schedule the appointment.





Slide 28

7. You will have 2-3 minutes to perform each role play. When you play the Prospect, feel free to improvise with your responses. You decide if the Leadership Representative has addressed your needs and convinced you to become an Avon Representative or Customer.

8. During each role play the Observer will observe and fill out the Prospecting Observation form

9. When I call time, the Observers will provide feedback after each role play using the Prospecting Decision Tree. You will have approximately 2 minutes to provide feedback between prospecting activities.

10. After all 3 role plays, the Observer will provide any additional feedback as needed (you will have approximately 5 minutes for final feedback).

11. You will switch roles, and I will distribute the 3 new scenario cards.

12. You will have 20 minutes to conduct the second role-play as above.

13. You will switch roles for the last set of role plays and I will distribute the last set of 3 cards.

14. You will have 20 minutes to conduct the final role-play as above.




Facilitator Action Visual Cue Script At the conclusion of the role-plays you will

have time to present your Observation Forms to each other.

When the triads have performed all 9 of the role-plays and have completed the three feedback conversations, debrief the role-plays.

Debrief:

Ask:

How did it feel to use the process on the Decision Tree to prospect? How did it feel to use ACT? How many of the Leadership Representatives were able to schedule the appointment?

If you were a Prospect who agreed to be appointed, what did the Leadership Representative say or do that made you decide to become an Avon Representative? Did the Leadership Representative use appropriate Avon benefits to address your needs?

Ask: Answer all questions and proceed to the close.

What questions do you have about Prospecting?

Prospecting: Summary


Lesson: Summary and Close

Summary and Close Script Time: 10 min.

Facilitator Action Visual Cue Script Review the Summary Slide.

Slide 29

Review your belief windows periodically to assess your beliefs about prospecting.

Ask: Call on a participant to volunteer 1 or 2 ideas.

What are the one or two most useful ideas that you will take away from this training?

End the module.

Show slide 30 to end the session.

Slide 30

Documents

Prospecting For Leadership Representatives€¦ · Prospecting Prospecting Avon Products, Inc. July 2010 Page 3 of 34 Module Overview Objectives Upon completing this module, Leadership