Friday, March 4, 2011

The Ick Factor In The Avon Representative Sales Process

Avon tells us Avon Representative that the fortune is in the follow-up. When you follow-up with your customers you re-connect with them and continue to build a relationship, which allows your business to grow. All the sales experts say to follow up and ask for the sale, do not wait for them to call you. Just because a customer hasn't called doesn't mean they do not want to buy, they may be waiting for you or they have forgot when the order is due back to you.

But if you are like me, you do not make that call because you do not want to bother the customer or appear pushy. I did a survey with my regular customers that asked the question "would you like a reminder call", all but one asked for a follow up call.

So What Can We Do:

The term follow-up is misleading by definition. We do not want to "follow" but take the "lead". Based on the definition of lead from, ‘to act as a guide or to influence’, we can see that this word is much more appropriate. The term lead is a perfect description of the part of the sales process where the representative gets in contact with the customer to ask for the sell.

When we need to change follow-up to lead-up. That way we get a description of what we need to be doing. We are given positive action verbs that make us believe we are acting in the best interest of the customer.

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1 comment:

  1. As always very informational!
    Phaedra Longton