WELCOME Helper Development Helper Development Background Rationale p
WELCOME Helper Development
Helper Development Background / Rationale p Sources of helpers p Rewarding & Recognizing Helpers p Sales Aids for Helpers p Training & Motivation of Helpers p Page 1
Helper Development: Background & Rationale p Subsellers or assistants p “working smarter not harder” in a nonterritory selling environment to significantly increase sales and earnings Page 2
Helper Development: Are you a candidate to use “helpers” Do you have one of the following: p Friends or relatives who work p Friends or relatives who are very active in organizations, clubs, churches, school groups, charitable cause p Do you know many people, some of whom my have access to many people (work, friends) Page 3
Helper Development: Why use “helpers”? p Expand business with her spending very little additional time p Immediate increase to customer count p Penetrate businesses, organizations, etc. that might have been impossible with an “in” person p Used by both reps who sell at work and in the community: n n Work – helper pass books along in a different dept. Community – helper distribute at work Page 4
Helper Development: Sources of Helpers p People who work n n p People who give you customer referrals n n p Know other people Open to helping you in your business People who are active in clubs, social groups, organizations, etc. n n p Access to many people People they sell to have money Working woman uses many of our products daily (little face to face “selling” – most order taking Know many people Have time and contacts Mothers & Daughters n Generally supportive of each other Page 5
Helper Development: Rewarding & Recognizing Helpers Gain commitment from your “helper” to show the brochure each campaign to her contacts. What will be her reward? p Free gift p Free Avon products p Helpers order at rep’s cost 1. Flat percentage discount on the dollar amount of the helper’s order 1. 2. 10% discount on entire order Graduated discounted on order 1. 2. $1 - $100 – 10% discount $101 - $150 – 15% discount Page 6
Helper Development: Sales Aids Who will purchase the sales aids: brochures, demo products, and/or samples? 1. Helpers who purchase brochures usually receive a higher reward (higher percentage off the helper’s order) 1. Pass along the brochure quantity discount on the brochures? 1. Helpers Use Demo Products at no charge Page 7
Helper Development: Training and Motivation Knowledge translates to higher sales levels: v Provide sales tips for promoting/selling a suggested product v Mention to your helper to follow-up with a phone call to her customers v Provide the process of how to deliver & collect $$$ v Share other information on special product offers Page 8
Helper Development: Credit & Money Management Not extending credit is the safest way to avoid money problems between you and your helpers. Best Policy is “cash & carry” Extend credit… n collect deposit or down payment when order delivered. n helper responsible for collecting money or returning products by next campaign. Page 9
Helper Development Questions? Page 10
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