AVON Appointment Booklet: Instructional Aid - A PPT Training Contact 1

Avon Appointment Booklet
(AT1)
Instructional Aid
January 2008
FSC 59040-9
Appointment Guide (AT1) - Instructional Aid
Overview
This is the globally approved Avon Appointment process and booklet.

General It is designed to introduce Avon’s total earnings opportunity (AEO)—
both through Personal Sales and Leadership team building, in Avon
Sales Leadership (ASL).
The content flow and images are designed to generate an interactive

discussion with the Prospect, from the start of the interview to
completion of the Appointment and goal-setting process. Instructive
and operational detail is limited to those points that will give the
New Representative basic knowledge and skills to conduct her
first sales calls. Adding more will overwhelm the individual.
Just as important, the process allows the Appointment Maker to initiate

a relationship with the new Representative that can continue with other
training and development contacts to build a successful Avon
business.
The Appointment Process follows 4 simple steps as defined by Avon,

and the Appointment Booklet is organized accordingly into the four
color-coded sections. Key points to share on each page are either
bullet-pointed, or highlighted in bold color to help guide the
conversation and action steps:
District Sales Managers can speak about some experiences of a top

performer; however, do not disclose full name to assure privacy.
Step Objective Length

Step 1-Pink Getting to know each other & Avon...Building a 10 minutes
(Pages from Cover–7) rapport with the Prospect—sharing experiences
and introducing Avon, the Company for Women.
Step 2-Sunset Red Getting on board...Introducing the Avon Earnings 15–20 minutes
(Pages 8–15) Opportunity, reviewing how the AEO can deliver
her needs/dreams and converting the Prospect
into a new Representative.
Step 3-Magenta/Plum Getting started...Completing the contract, 15–20 minutes
(Pages 16–21) building the “Who Do You Know” List, presenting
an overview of how the business works and
inspiring a vision for success.
Step 4-Russet Red Getting going...Reviewing first steps for the new 10 minutes
(Pages 22–Close) Representative, agreeing upon early goals/next
steps and reconnecting needs/dreams to actions.
Total Time Target: 60 minutes (one-on-one or small groups)
2
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 also • Avon Brochures for first two campaigns (1 pack per campaign)
need: • 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 new

Representative, choose a location that’s quiet and comfortable with
enough room to sufficiently review the Avon materials.
• Avon office/training room

• Home dining room
• Coffee shop
• Community room
3
Step 1: Getting to know Discussion

each other & Avon
Front Say Hello to a New “Hello, (Name). It’s great to see you again! Thank you for
Cover Tomorrow: Identify taking the time to visit with me today. You know, I have been
yourself in a friendly looking forward to our time together ever since I met you at
manner and confirm (location).”
purpose of visit.
Create a connection
Use information you noted during your initial contact with the
with the Prospect.
Prospect to bridge the conversation to this interview.
Pre-interview tips:
Acknowledge home “I could tell that you had a lot going that afternoon and were
setting, presence of very busy, but you took the time to speak with me. You were so
family members/pets, pleasant and patient in helping me find what I had been
general greetings. searching for. It did not take me long to realize that you were
the type of person who genuinely enjoys helping others.”
“That is why I have been so eager to share more about our

incredible Avon Earnings Opportunity with you!”
Page 2 It feels wonderful to This is the Appointment Maker’s personal story of how and why
be my own boss: she is with Avon. Example:
Share “your story”—
how and why you “You know, when we met I shared with you that I have been
came to Avon. What with Avon for 6 years. I started as a Representative, just as you
you’ve achieved or
are starting today! I thought my first goal was pretty big…a new
are striving for.
television. With Avon, I was able to purchase my new television
in full in a little less than 6 months!”
“My next goal was truly my lifelong dream…to buy a house with
a big backyard for my son to play in. As [a top-performing
Executive Unit Leader], I am proud to say that my Avon
business has made it possible for me to purchase my dream
home for my family!”
“It’s that sense of accomplishment I so value in my experience

with my Avon business.”
4

each other & Avon
Page 3 You can take “With Avon, it's possible for you to live life on your own terms.
charge of your life: To have the best for yourself, and your family too—to live the life
Invite Prospects to you deserve! I have built a great business and fulfilled my goals
share “their story” by helping wonderful people like you fulfill their dreams!”
with open-ended
questions.
“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 enjoy
about what you do?
…pick up your kids from school. How old are they? What kinds
of activities are you and the kids involved in?
…meet your friends for lunch. Do you know many people in this
community? How long have you lived in this neighborhood, in
this home?
This is a critical relationship-building opportunity. Use this time to

learn as much as possible about the Prospect. LISTEN for
responses that reveal how she sees herself today and how she
would like to see herself in the future. Responses at this stage
may be correlated to The Avon Advantage list on page 9 of the
Appointment/Training Contact 1 Booklet.
“Thank you for sharing that. Understanding what’s important to

you convinces me even more that our time today could be the
start of a great partnership.”
Page 4 Welcome to the “I’m proud to tell you about my ‘business partner,’ Avon! Avon’s
world of Avon: mission is to empower women through personal growth and
Share Avon’s global financial independence. Avon’s commitment to female
vision and heritage. empowerment has strongly continued since the company was
founded in 1886—34 years before women had the right to vote.”
Did you know that Avon is the world’s largest direct seller with
more than 5 million Representatives in 100 countries?”
Pause: Give the Prospect ample opportunity for any

questions/response.
“And there’s more…”
5

each other & Avon
Page 5 Your world, our “Avon is the largest corporate supporter of the fight against
world: Share Avon’s breast cancer. These are pictures from our Avon walks around
philanthropic mission. the world... [point out photo in first position]. And, our Speak Out
Against Domestic Violence campaign is bringing attention to a
very important women’s health issue.”
“Avon Representatives help raise funds for these causes through

the sale of pink ribbon and Speak Out campaign products. We’ve
also played a role in Avon’s responses to national and
international emergencies—raising funds for victims of
natural disasters…” Share any personal success with pink
ribbon or fund-raiser sales.

questions/response.
“The quality and reputation of Avon’s products provide the
foundation for my direct-selling success.”
Pages World-class beauty “Avon is trusted around the globe for our world-class beauty
6–7 products: Promote and skin care products. Avon Independent Sales
Avon’s competitive Representatives have the opportunity to sell some of the most
advantage in leading recognized brands in the industry like the Anew Anti-Aging line
brands and R&D and wrinkle cream and Skin So Soft. And our commitment to
investment.
research and development means that consumers can look
forward to leading-edge products.”
“Do you, a family member or friend have a favorite Avon

product?” Share your personal favorites.
“Have you seen our latest (current TV/print) ads?”

questions/response.
“I’m enjoying our conversation. I can’t wait to share how Avon

can change your life.”
We often have well-known people endorse our products, such as

Derek Jeter and Jennifer Hudson. Here is Reese Witherspoon,
our first Global Ambassador for Avon Products.
6

each other & Avon
“Now, just imagine combining these great products with your
energy and drive.”
7
Step 2: Getting on board Discussion
Pages Avon offers you an “Finally, an earnings opportunity equal to your ambition!
8–9 earnings You can build a successful direct-sales business selling a broad
opportunity equal range of beauty, fashion and gift products.
to your ambition.
And you earn bonuses when you recruit, train and motivate a
Introduce the Avon
sales team through our Avon Sales Leadership Program.
Earnings Opportunity
and its advantages.
Imagine—unlimited earnings potential and unrestricted personal
growth…it’s all possible with these great Avon advantages…”
Review the Avon Advantage list on the page. Specify fees/credit

availability based on market. Emphasize any advantages that
connect to the Prospect’s lifestyle or situation you noted during
“Their Story” discussion on page 3. Tell about saving money with
Avon Advantage partners who provide discounts on business
tools 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 selling
situations.
Pause briefly to allow for any questions/response.
“Let me introduce you to Avon’s simple business system.”
Pages Sell-Share-Show “SELL…SHARE…SHOW! The more you SELL, the more you
10–11 earn—up to 50%! SHARE and earn even more—up to 12% of
your 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 Earnings
Opportunity, then
• SHOW your team how to do what you do. Role-model the
steps to building a successful business enterprise.”
“With Avon, you earn two ways: through personal sales and
through team-building!”
8
9

“And Avon shows you how every step of the way.”
Pages With Avon you’re in “With Avon you are in business for yourself, not by yourself.
12–13 business for The resources of our global company are behind you. And, as
yourself, not by your Business Partner [or District Sales Manager], I am fully
yourself. invested in your success!”
All the support and
benefits to assist and
“Avon offers comprehensive training tools and resources and
reward success.
exciting recognition and bonus programs…”
Introduce Fast Start Review the list on Page 13 of the booklet. Make specific
flyer references to new Representative program, top seller’s program
and the Sales Leadership Fast Start Bonus.
“Successful achievement in our sales clubs and incentives, such

as President’s Club and Fast Start, sets you on a strong course
to maximize both the direct-selling and network marketing
strategies of your new business enterprise!”
“Let me tell you a few examples of others who have benefited

from Avon’s support in building their businesses. They started
with a dream, a goal. Just like I did (Appointment Maker refers
back to their story they shared on Page 2 of the booklet).
“What do you dream about? What if money were no object?”
Pages What are your “Let’s take a moment to sit back, close your eyes and think about
14–15 Dreams? Connect what you really want out of life. What do you dream about? If all
their “dreams” with bills were paid and money were no object, what would you want
the possibilities Avon for yourself or your family?”
offers.
Discuss/explore
Use this list to prompt ideas/thoughts. Additional examples…
verbally only at this …“What is the greatest gift that you could give your family?”
stage. …“We so often put the needs of others before ourselves. If all
others’ needs were met, what one indulgence would you reward
yourself with?”
…“If you could go anywhere in the world, where would you go?
Who would you take with you? What things would you do?”
10

Pages What are your Pause to give Prospect the opportunity to really contemplate.
14–15 Dreams? “Close the Listen carefully for insights to the Prospect’s interests and values.
(cont’d.) sale” here. Confirm These points will be helpful today, and in future contacts.
Prospect’s intention
to join Avon today— The scale of her dreams/needs will help you determine the
as a direct seller
Prospect’s personal sales/Sales Leadership path—the bigger the
alone or as a direct-
seller and Sales “dream,” the more relevant Sales Leadership becomes.
Leadership
participant based on “I’m noting your specific goals and dreams we just discussed,
the scale of her because I want to be sure we keep those in mind as we plan for
dreams and goals. your business success. Goals are dreams with a time line.”
Place a check mark Pause, wait for a response. You want to gain the new Recruit’s
for appropriate commitment to investing her time and energy to building her new
“dreams” on page 15 business. Address any questions/concerns.
only after Prospect
has affirmed decision
If “yes,” reaffirm the Prospect’s decision to start her business, and
to join Avon today. If
additional “dreams” record her dreams on the Take-Away.
from those listed are
mentioned, note “That’s great, (Name)! I’m thrilled to get you started towards your
those on page 15 dreams today! I’m looking forward to partnering with you to help
and on the Take- build your new business.
Away.
“We can start your business today for a modest fee of $10.00.
I’ll need some information to prepare your Avon contract. While I
complete this step, would you please collect your (specific
identification/required information or documents)?”
Take- Why not you? Why If “yes,” record her dreams mentioned on the Take-Away as new
Away/ not today? Once Recruit collects papers/information/payment. Include any
Back commitment to Avon additional points of information mentioned in earlier discussions
page business is in the “It’s All About You” section. For example, names of
foldout confirmed, record the children/family members, community activities/groups, workplace,
individual’s dreams.
hobbies/recreational interests.
“We’re going to start building your business list right now…”

Skip to Step 3.
11

Pages What are your “No/Not Sure”…Ask open-ended questions to determine source,
14–15 dreams? Respond respond to overcome objections. Examples:
(cont’d.) to questions/ …“I’d like to better understand so I might be helpful to you. What
concerns (cont’d.) questions can I answer for you?”
…“What more would you like to know about the Avon
Opportunity? 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 many

things for my family. I would simply not have the time.”
Response…“I understand. Time with your family and for their

activities is essential. You know, many people have felt the
same way. They think that their already full calendar could not
support a thriving Avon business. In reality, our best Avon
Representatives have found that their busy lives added to their
ability to gain Customer referrals and find new team members.
As a result, they built great businesses and gained more quality
time with their family.”
Fact-Based Assurance Example: Concern…“I have been with

other direct-selling companies in the past and gotten stuck with
hundreds of dollars in products I was forced to buy, could not sell
and not allowed to return.”
Response…“That was a frustrating experience, and I can

understand why you have raised this concern. Avon is unique in
the direct-selling market. We do not require you to carry
inventory. Finally, Avon has an unconditional money-back
guarantee. We stand behind our product!”
Definitive “No”…Thank the Prospect for her time, and have her
agree to allow you to contact her in the future should her
plans/needs change. Collect names and contact information as
Leads.
“(Name), thank you so much for the opportunity to talk with you
today. I understand that this opportunity may not be right for you
today, but perhaps in the future. Do you know anyone who may
be interested in earning an additional $500 per month and/or
starting her own $100,000 business?” (Promote local recruiting
prize program.)
12
Step 3: Getting started Discussion

Pages Who Do You Know? “Congratulations on starting your new business, (Name). Getting
16–17 Initiate the process of started with your Avon business is as easy as listing everyone
building their you know and come in contact with—‘Who Do You Know?’ ”
business “Who Do
You Know?” List. “How many family members? Friends? Co-workers?
Neighbors?” Total the numbers of potential Customers. The
Fill out contract and total number will impress new Recruit with the possibilities.
determine New
Representative “While I am completing your contract information, take the next
Credit Guideline by several minutes and write down the names of everyone you
using Credit know. Think about your immediate sphere of influence…friends,
Scorecard. relatives, associates, neighbors, co-workers and community.
Reference the Think about the places you frequent on a regular basis…Doctors,
Contract Scorecard Dentist, Dry cleaners, Hair/Nail salons…Do you have a telephone
Instruction sheet for diary/directory?...How about the cell phone directory?...Any out-
dialogue. of-town contacts, like those on your holiday mailing list?”
Record potential
This is a critical brainstorming process. Allow the new
Downline members Representative to take as long as necessary, without interruption
as Leads. to compile her list. Remember, the “Who Do You Know” List is
the foundation of the Recruit’s business success.
.
After the new Representative has completed their list, review the
list (all potential Customers) to identify who among them could
use more money and have dreams and goals. Relate this step to
Avon Sales Leadership opportunity. The goal is to identify
Customers, Helpers, those she knows outside her Geography
(eReps) and potential Downline members/Lead generation.
Refer to the Fast
Start flyer. Refer to the Fastest Fast Start flyer: Have the new
Representative fill in the names of the people with whom the new
Representative identified to share the Avon opportunity. Explain
how the people on this list will become part of their team,
enabling them to reach their dreams/goals and achieve the Fast
Start bonus.
“(Name) now I am going to ask you to fill in the names on the

Fastest Fast Start flyer of the people you have identified that can
use additional income. As you build your team you will see your
Fastest Fast Start bonus grow. (Explain how much money they
can earn by the number of people they have added to their list). “
“I will partner with you to help you get started. I’ll demonstrate
to you how to present the Avon Earning Opportunity to train you
13
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’ll
share with them.”
14

Page 18 The Avon Brochure “The Avon Brochure is your store—the most critical element of
is your store… your business. Everyone on your “Who Do You Know” List
Introduce the Avon should see your brochure every 2 weeks, in person or online!
Brochure
emphasizing its “Every edition is a powerful marketing tool…” Use current
central role in the
brochure to point out Customer offers, product gifts and/or
Representative’s
business. samples in brochures.
Demonstrate how to “Remember, if your Customer is not aware of and able to access
use the: your brochure, your store is not truly open for business!”
• Brochures
• Samples (Explain to the new Representative that she needs to place her
name and phone number on the back of her brochures, along
with the brochure’s expiration date.)
“And as an eRepresentative, your store will be available for

Customer sales 24/7.”
(Take out the box samples from the Kit, and let the new
Representative open one sample and apply it to the back of her
hand. Ask the new Representative what she thinks of the sample
and would she feel comfortable demonstrating this to her
Customer.)
Page 19 You have the power “You have the power to increase your earnings every 2 weeks
to increase your by consistently following the Avon success cycle! Let’s take a
earnings. closer look at each cycle…”
Review The Avon Cycle of Success.

Emphasize how her commitment to consistently growing and
serving Customers, activating interest in Prospects and
submitting on-time orders help them realize their dreams.
Demonstrate how to (Take out the order book from the Kit, and refer to instructions
use the order book. and the sample on how to fill out the order book.)
“It’s so exciting to see people just like us succeeding with Avon.”
15

Page 20 They’re making “People right here in our (town, city, community) are earning
money and more than they ever thought possible using our proven method of
enjoying life. success.”
Spotlight local top-
performing Point out any Representatives whose background/circumstances
Representatives
mirror the new Recruit’s.
successes in
Personal Sales and
Sales Leadership. “So, what did you think? Do you see yourself with that kind of
success? I know I do!”
“The true beauty of an Avon business is its capacity to grow as

you grow.”
Page 21 Earn as much as “Earn as much as you need—or want! How high do you want
you need—or want! to soar? (Name), the sky is the limit! Take a look at how an
Build aspirations… Avon business compares with salaries in the market. For
Avon can help deliver example, an elementary school teacher earns on average
dreams “large and $48,194 while a President’s Council member earns on average
small.”
$50,400! And, an Executive Unit Leader earns on average
$5,000 more than that!”
Note to Appointment Maker: The difference between the average

Leadership earnings for titles on this chart versus the
Development contact 1 chart, page 11, is that these earning are
an average of the top 10 performers versus an average of all
titled performers.
Point out any similarities between her current earnings, or

emphasize the standard of living possible through Avon earnings.
“Let’s take a closer look at the commission structure. Based on

your campaign sales, your commission could range from 20% to
50%! 50% on our Beauty and core products and 20% on our fixed
earning products. Combine that with the Sales Leadership bonus
that 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 long

way toward helping you achieve your dream of (dream)?”
Explain: A new Representative earns 50% commission on full

16
earnings products and 20% on our fixed earnings products (fixed

earning products are identified by an asterisk next to the product
in the brochure) on her first order when the order is submitted
online. And 50% (20% on fixed earning products) on second,
third and fourth orders when the order totals $50 or more and is
submitted online.
17

“Impressive experiences, yes? Can you believe it all starts with 5
basic steps?”
18
Step 4: Getting going Discussion

Page 22 Five Basic Steps Review the 5 Basic Steps. Offer examples of each using a
Review Steps. name from the new Representative’s “Who Do You Know”
List:
Step 1 – Approach Customer

Start your conversation with a genuine compliment/greeting.
“Hello, (Name). It was great seeing you last week! It’s always
fun when we get together. I’m calling with some exciting
news! I’ve started my own business! Yes—with Avon!”
Step 2 – Determine Customer’s needs

Ask open-ended questions.
“What beauty products do you currently use?”

“The holidays (specify holiday) are upon us. Have you
completed all your gift shopping?”
“Can you believe summer is almost here? What sun
care/outdoor protection products do your family use?”
Step 3 – Present and Sell the Benefits

Show the brochure/catalog and spotlight Avon products that
match her needs.
Step 4 – Answer questions and overcome objections

“(Name), I understand your reluctance to try new brands, but I
often discover great benefits in new products I’d never
considered before.”
“You’re so right to be cautious about product ingredients,

(Name). I’ve found that reading the contents labels provide a
great deal of useful information. All of Avon’s product
contents are clearly detailed with each product.
And don’t forget about the Avon Guarantee.
“…And the great thing about Avon is that your satisfaction is

guaranteed or your money is refunded.”
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Page 22 5 Basic Steps Step 5 – Close the Sale
(cont’d.) (cont’d.) Ask for the order.
“Your product is on sale this campaign (quote price). How

many 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 Avon

Brochure, or learn about the Avon Earnings Opportunity.
“(Name), I’m enjoying my new business and these great

products. Who do you know would enjoy seeing an Avon
Brochure?”
“(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 or
two). Who do you know could use more money?”
“We’ll review these basic steps, and even build on them in

later sessions, but you want to focus on these next key
actions before our next contact.”
Page 22 Help the new Representative prepare for early success.
(cont’d.) Review each step of the First Campaign Checklist directing
her attention to the support/materials contained in the
Appointment Kit she will need to review prior to your next
contact.
Introduce and Review online flyer, specifically how to register online
and Learning online through The Beauty of Knowledge Training
courses (discuss the courses that are listed on the First Campaign
Checklist).
“Let’s return to your Dreams List and decide which of your

goals you want to achieve first.”
20

Page 23 You’re in charge with “(Name), we’re going to record your goals for your first three
Avon. campaigns on this page. But first, let’s go back to what you
Develop early would like to achieve with your Avon business. (Reiterate
business/campaign plan dreams discussed earlier.) How much do you think it will
together. Connect Next cost? And when would you like to achieve it?”
Steps/Targets to
realizing dreams and
goals. (Write the dream, by when and how much in the Tomorrow
starts today space.)
“Visuals always help keep a person focused. I suggest that

you put a picture of your goal/dream some place where you
can see it every day and be reminded of what you are working
for with your new business.”
(To determine estimated earnings needed per campaign to

achieve the dream, divide the total amount needed to achieve
this dream by the number of campaigns to reach the target
date. For example, the new Representative wants to earn
$1,000 in 3 months (6 Campaigns). $1,000/6 = $167.00 per
campaign. This number is Estimated Earnings.)
“Let’s take a look at your ‘Who Do You Know’ List and see
who you could contact over the next week. You will want to
focus on your first four campaigns because this is where you
can earn 50% on our full earnings products when you order
online. How many Customers do you think you can contact?”
(Under the first campaign, let the new Representative fill in the
number 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% on

fixed earning products, your estimated earnings are $XX. You
will also need to take in account what your investment into
your business will be such as brochures, samples and
Demonstration products.”
(Put this number is the Estimated Earnings line. Discuss that

each Campaign as the new Representative talks to more
people and generates more new Customers her/his estimated
earnings will continue to grow)
(Pull out the Fast Start flyer and review the number of people
the New Representative has listed.)
21
Ask:
“Let’s start your earnings towards your Fast Start Bonus, so
you can get a start on reaching (state dream/goal). Let’s see,
you have identified XX people as potential business partners.”
“How many people will you be able to contact to share the
opportunity with before your first order goes in?”
(Pause for answer.)
“To get you started towards building your Sales Leadership

team, we can conduct your first calls together. That way, I
can 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 third

campaign. Keep referring to the WDYK list and the Power of 3
to increase number of people that can be contacted each
Campaign. 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 the

three campaigns to show the New Representative’s earnings
potential toward her dreams and goals.
Total up the number of Recruits from all three campaigns and

refer to the Fast Start flyer to show the new Representative
her bonus potential.)
“How do you feel about these numbers? Achieving these

earnings will allow you to reach your (dream).”
“There are also a number of activities scheduled in our/your
District that will help you meet these goals.”
Take- Goals & Next Steps “I am planning an Opportunity Meeting (give date). Why don’t
away/ you invite all the people on your Fast Start flyer?”
Goal-
Dream (Record in the Take-Away Goal/Dream Card the information
Card
the Representative filled in on page 23 under first, second and
(Back
page
third campaigns. Confirm next steps, meeting date and
foldout) record Training Contact 2. Note any other action items. )
22

Close/ Key Dates, Information
Back and Contacts If Training Contact 2 cannot be completed prior to first order
Cover submission, review key points during follow-up phone contact.
“Congratulations, (Name)! I am excited to be a partner in

building your successful business! Remember, you’re in
business for yourself, not by yourself. Call me (or primary
contact) with any questions.”
“What questions do you have at this time?”
Pause: Give the new Representative ample opportunity for

any questions/response.
(Respond/address). “(Name), I’m looking forward to helping

you reach your (dream), and many dreams beyond that! I’ll
talk with you soon!”
23
24 to 48 Hour Follow-Up Call
Follow up by phone. Within two days of your first meeting, call your new Representative to
check on her progress. Offer to answer any questions or provide
assistance as needed. Remember to encourage her as she builds
her new business.
Confirm Appointment for Training Contact 2.
Looking towards Training Complete Training Contact 2 before the new Representative
Contact 2 submits her first order. The goal of this session is to determine
progress towards Next Steps recorded during the Appointment
process:
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 are
three 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 the
Appointment materials.
Where schedules allow, did the new Representatives attend a/an …

• Avon Opportunity meeting?
• Sales meeting?
• Downline Unit meeting?
Conduct Development If the new Representative elects Avon Sales Leadership at time of
Contact 1 (as applicable) Appointment, schedule the Development Contact 1.
In cases when the new Representative does not elect Avon Sales
Leadership, extend the opportunity during later Training Contacts.
24

AVON Appointment Booklet: Instructional Aid - A PPT Training Contact 1

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AVON Appointment Booklet: Instructional Aid - A PPT Training Contact 1

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Avon Appointment Booklet

This is the globally approved Avon Appointment process and booklet.

The content flow and images are designed to generate an interactive

Just as important, the process allows the Appointment Maker to initiate

The Appointment Process follows 4 simple steps as defined by Avon,

District Sales Managers can speak about some experiences of a top

Step Objective Length

Materials: The New Avon Appointment Kit/Tote Includes:

Keep in mind: When scheduling an Appointment with a prospective new

• Avon office/training room

Step 1: Getting to know Discussion

“That is why I have been so eager to share more about our

“It’s that sense of accomplishment I so value in my experience

Step 1: Getting to know Discussion

This is a critical relationship-building opportunity. Use this time to

“Thank you for sharing that. Understanding what’s important to

Pause: Give the Prospect ample opportunity for any

“And there’s more…”

Step 1: Getting to know Discussion

“Avon Representatives help raise funds for these causes through

Pause: Give the Prospect ample opportunity for any

“Do you, a family member or friend have a favorite Avon

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

Pause: Give the Prospect ample opportunity for any

“I’m enjoying our conversation. I can’t wait to share how Avon

We often have well-known people endorse our products, such as

Step 1: Getting to know Discussion

Step 2: Getting on board Discussion

Review the Avon Advantage list on the page. Specify fees/credit

For example, connect…

Pause briefly to allow for any questions/response.

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

Step 2: Getting on board Discussion

“Successful achievement in our sales clubs and incentives, such

Pause briefly to allow for any questions/response.

“Let me tell you a few examples of others who have benefited

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

Step 2: Getting on board Discussion

“We’re going to start building your business list right now…”

Step 2: Getting on board Discussion

Respond to concerns with the Felt-Found approach, or Fact-

Felt-Found Example: Concern…“I am too busy doing so many

Response…“I understand. Time with your family and for their

Fact-Based Assurance Example: Concern…“I have been with

Response…“That was a frustrating experience, and I can

Step 3: Getting started Discussion

“(Name) now I am going to ask you to fill in the names on the

on how to prospect and appoint to build your sales team.”

Step 3: Getting started Discussion

“And as an eRepresentative, your store will be available for

Review The Avon Cycle of Success.

Pause briefly to allow for any questions/response.

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

Step 3: Getting started Discussion

Pause briefly to allow for any questions/response.

“The true beauty of an Avon business is its capacity to grow as

Note to Appointment Maker: The difference between the average

Point out any similarities between her current earnings, or

“Let’s take a closer look at the commission structure. Based on

Reconnect earnings potential back to Recruit’s dream…

… “And couldn’t an annual salary of nearly $56,000 go a long

Explain: A new Representative earns 50% commission on full