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Reference Gu ide fo r PARTICIPANTS

March 2014

Conversation Achieve Through Sales Success

AVON SKIN CARE PARTY


Table of Contents

Introduction ...................................................................................................................................... 3

What is an Avon Party? .................................................................................................................... 4

Planning the Party ............................................................................................................................ 6

Activity: Create a Party Theme ......................................................................................................... 7

Prepare for the Party ........................................................................................................................ 8

Setting Up the Space ..................................................................................................................... 10

Conducting the Party...................................................................................................................... 11

Wrapping Up the Party ................................................................................................................... 13

Elements Overview ....................................................................................................................... 14

How to Use Skin Care .................................................................................................................... 15

Discover Elements ......................................................................................................................... 16

Bundle Your Sale for Higher Earnings ............................................................................................ 17

Skin Care Selling Tips .................................................................................................................... 18

Next Steps ..................................................................................................................................... 19

Appendix ........................................................................................................................................ 20

Avon Skin Care Party Reference Guide | Introduction


Introduction

This reference guide is designed to provide

you with helpful information to help you plan

an amazing Avon Skin Care Party!

An Avon Party is a great way to grow your business, expand your network of

Customers, and share all you know about Avon products in a fun and enjoyable

group setting. It’s an amazing way to take your earnings to the next level.

This reference guide also provides information on Avon Skin Care. You may want to

plan your Avon skin care party around a specific skin care line.

Avon Skin Care Party Reference Guide | What is an Avon Party?


What is an Avon Party?

An Avon Party is a group-selling event that you organize. You are the main speaker

at the party and you present selected products to the guests. The guests try samples

of these products, and then they review the Avon brochure and place their order.

Examples of guests you may invite to an Avon Party include:

Friends and Family

Neighbors

Co-workers

Current Customers

List your own ideas for types of people you might invite:

Avon Skin Care Party Reference Guide | What is an Avon Party?


What is an Avon Party?

What are the benefits of hosting an Avon party?

TOTAL PARTY ATTENDEES: 10-12

PEOPLE WHO PLACE AN ORDER

AVERAGE

CUSTOMER ORDER

TOTAL

SALES FOR 1 PARTY

HOSTING A PARTY ONCE A MONTH

ADDITIONAL

SALES

8 X $25 = $200 X 12 = $2400

That is a real benefit!

TOTAL PARTY ATTENDEES:

PEOPLE WHO PLACE AN ORDER

AVERAGE

CUSTOMER ORDER

TOTAL

SALES FOR 1 PARTY

TIMES (PER YEAR) HOSTING A

PARTY

ADDITIONAL

SALES

8 X $25 = $200 X 12 = $2400

WITH THE DISCOUNT % OF , YOUR POTENTIAL EARNINGS ARE:

Avon Skin Care Party Reference Guide | Planning the Party


Planning the Party

Picking a theme for your party will make it more fun and enjoyable. Not every party

has to have a special theme, but there are many opportunities to make a party a

special event by planning a theme.

Here are some examples of party themes:

Pamper Yourself Themes

Skin Care Party with Facials

Makeovers

Hands and Feet (Body Products)

His and Her Spa Time

Seasonal Themes

Chase the Blahs

Mardi Gras

Sculpt and Tone for Summer

Secret Santa Party

Have fun and get creative with

your theme! Keep your guests

in mind when planning your

theme. The guest list and party

theme should work together to

ensure success.

Avon Skin Care Party Reference Guide | Activity: Create a Party Theme


Activity: Create a Party Theme

You will pair up with a partner and come up with ideas for a party theme. Come up

with 3 ideas for each theme: Pamper Yourself and Seasonal. Use the space below to

write the themes. Include where and when you will have the party and the products

you will display and/or demo. When you finish, you’ll share your party theme ideas

with the group and gain additional party theme ideas.

Pamper Yourself

Theme 1:

When and where:

Products to showcase/demo:

Theme 2:

When and where:


Theme 3:

When and where:


Seasonal

Theme 1:

When and where:


Theme 2:

When and where


Theme 3:

When and where:


Avon Skin Care Party Reference Guide | Prepare for the Party


Prepare for the Party

Invitations

You can email guests who you know use email on a regular basis.

Your creativity and theme ideas will guide you to create invitations. See the

sample invitation text on page 21.

Keep a Master Guest List

Maintain a list of guests who are invited to the party. See the example on

page 22. Keep track as guests reply to your invitation.

Order Avon Samples and Demo Products

Plan to demo 4-5 products at a party. Order enough demonstration/sample

quantities of the products so each guest can try them. Demo products should

be related to the party theme.

Order Brochures, Magazines and Recruiting Materials

You want to have a supply of:

Brochures for each guest

mark brochures

Recruiting flyers

Consider a “goodie bag” for each guest with a recruiting flyer, a brochure, and

samples.

Avon Skin Care Party Reference Guide | Prepare for the Party


Prepare for the Party

Gather Special Materials

You’ll want to make a list of special materials, if any, that you can use for the

theme and for trying products. These include:

Avon Banners, signs, and posters

Table cloths

Bowls/baskets for cotton balls and samples

Q-tips and Tissues

Trays and Mirrors

Disposable face cloths

Name tags

Pens/pencils

Order sheets

Coupons/discount cards

Ice breaker/game prizes

Ask your Sales Leader or your District Sales Manager for help. They may

lend you Avon materials or suggest ideas to make your party even more

successful.

Your Presentation

Use this outline to plan your party presentation:

Welcome/Introduction

– Welcome guests

– Thank hostess and guests for coming

– Introduce yourself, how long and why you sell Avon

– Ask guests to introduce themselves (and answer a beauty or party theme question)

Ice breaker/game: Play a short game. Refer to the Avon Party Game Ideas at the

end of this handout.

Product presentation

Order process

Guests complete and pay for their orders

Recruiting opportunities

Promote the Avon opportunity

Avon Skin Care Party Reference Guide | Setting Up the Space


Setting Up the Space

Follow these steps in setting up your party space:

Organize Guest Materials

Set up the guest materials so they’re easy to use.

Make a packet for each guest with a name tag, pen/pencil, brochure, order

sheet, your business card, and samples.

Set up Product and Practice Tables

You’ll want a table or counter to set up the products you’ll demonstrate and

have a table or counter space for guests to try the products.

Make sure you have mirrors, wipes, and cotton balls – whatever you’ll need

to fit the party theme – you should have ready for each guest.

Organize Music and Refreshments

Decide whether you want music and decide on the type of refreshments and

when to serve them.

Placing Orders

Set up a separate area for taking orders.

Use a calculator to total the order.

Have a supply of extra order forms and collection envelopes.

Many Representatives like to use a “pay in full policy” for parties. Others accept a

pay half now and the balance on delivery. The choice is up to you.

If you will accept credit card payments, have the credit card imprinter and forms

on hand.

Suggest Add-On Products

As you look at a Customer’s order, you’ll want to find opportunities for add on

sales. Suggest a companion product.

Use the Power of 3

Ask the Customer for referrals and ask if she needs another brochure to

share with a neighbor or friend.

Avon Skin Care Party Reference Guide | Elements Overview


Hi. My name is _________________.

I am an independent Sales Representative with Avon

Products. I want to thank our hostess, ______________,

for inviting all of us here today.

(Ask guests to introduce themselves.)

Share a personal Avon story and invite guests to

consider joining you as your business partner:

I joined Avon ___ years ago so that I could be home with

my young children. My children are now 10 and 12 and

we truly are an Avon family.

_________________ invited you today because she

wanted a fun way to let her friends and relatives learn

about what Avon can offer them. During our time

together, I want you to think about having fun

with me and Avon.

Conducting the Party

You may want to use the following outline/script to conduct an Avon party. There are

spaces in each section for you to add notes.

Opening/Welcome: 3 minutes

Introduce yourself and thank the hostess:

Warm up activity: 5 minutes

Conduct a game or ice breaker.

Award a gift to the winner(s).



Conducting the Party

Present skin care products and introduce the brochure: 5-10 minutes (Identify ahead of time, the skin care products you are going to highlight.)

Assure the guests that Avon skin care has the perfect product for every skin care

need, preference and concern. Provide a brief description of the Anew or Elements

brands and the products you are highlighting.

Use the brochure to mention 1 or 2 benefits of each of the products.

Highlight any specials you are offering for the products at this party, if any.

Invite guests to try the products. Distribute a sample or dispense a small amount

of the products you’re describing into each guest’s tray.

Encourage them to try the product and note the positive reactions.

Ask guests to write down name of product used on order form provided.

Present theme products for the party: 5-10 minutes

Provide a brief description of the products for your party theme.

Use the brochure to mention 1 or 2 benefits of each of the products.

Highlight any specials you are offering for the products at this party, if any.

Invite guests to try the products. Distribute a sample or dispense a small amount

of the products you’re describing into each guest’s tray. Highlight how to apply or

use the product.

Encourage her to try the product.

Ask guests to write down name of product used on order form provided.

Segue to the specials, recruiting, and refreshments: 15-30 minutes

Review any discounts, bundles or other ordering specials for the party.

Describe ways to be involved with Avon – Customer, Representative, and Sales

Leadership. Reinforce the Invite, Inform, Inspire opportunities.

Invite guests to meet with you one-on-one while everyone mingles, reviews the

products that are highlighted, enjoys refreshments, and fills out their order.



When the party’s over spend some time reviewing

the results and planning your next steps.

Wrapping Up the Party

When the party’s over spend some time reviewing your party and your next steps:

What were your total sales and earnings?

Plan a time to deliver the orders to our Customers.

Include a thank you note, samples, brochure, and business card in the delivery.

Deliver the order personally.

Follow up with guests who could not attend and send them brochures.

If a guest did not place an order, make sure to follow up with her and ask if you

can drop off a brochure. If she’s still not ready to order, ask if she can refer you to

some people she knows.



Elements Overview

The key to your own beauty is you, of course. When your skin is healthy, clean and

beautiful, you can reveal who you are – naturally. Elements helps you do just that.

Be Beautiful by Nature.

With Elements, beautiful skin

can mean beautiful sales for

you and your Avon business.

Are you ready to learn how?

Workshop Guide for Participants | How to Use Skin Care


How to Use Skin Care

Skin Care Routine

Products:

A good skin care routine consists of these products:

Cleanser: Get your skin care routine off to a great start by cleansing your skin

and preparing it for the next steps.

Treat: Use a treatment to target specific concerns.

Moisturizer (Day and Night): Use a Day Moisturizer to provide you with broad

spectrum SPF protection. Use a Night Cream to help the skin while you sleep.

Eye Treatment: Use this treatment for the delicate skin around your eyes. It’s

the last step in a good skin care routine.

Steps

A good skin care routine consists of these steps:

CLEANSE (Morning and Night)

TREAT (Morning and Night

after cleansing)

MOISTURIZE (Day and Night) (Morning or Evening after cleansing/toning)

APPLY EYE TREATMENT

(Morning or Evening after cleansing/toning)

Gently massage your cleanser onto skin. Rinse

thoroughly with warm water. Pat dry.

Gently sweep over skin in an upward motion.

Smooth over cleansed/toned face

and neck using gentle upward strokes.

Gently pat under and around eye area.

STEP

1

STEP

2

STEP

3

STEP

4

Avon Skin Care Party Reference Guide | Discover Solutions


Discover Elements

A Solution for Every Skin Concern

No matter her skin type or concern, every Customer can

reveal her own natural beauty with Elements:

When she wants: Suggest Elements:

Radiance and

even tone

Skin Revitalize

WITH ARONIA BERRY COMPLEX

Healthier, younger-looking skin

Youth Restoring

WITH AMETHYST MINERAL

COMPLEX

Long-lasting

moisturized feel

Moisture Boost Normal WITH SEA OAK COMPLEX

Shine-free moisturized feel

Moisture Boost Oil-Free WITH CAMELLIA TEA LEAF

Avon Skin Care Party Reference Guide | Bundle Your Sale for Higher Earnings


Bundle Your Sale for Higher Earnings

Try bundling your skin care sale with three or

more items for a larger order size. This will help

you sell more and help your Customers

experience the benefits of more Avon products.

Review the brochure for special offers and

promotions for skin care or other products that

can benefit your Customers in the current

Campaign.

If your Customer is interested in Elements,

make sure to encourage her to try the full

set of products in the product line so she

can take the best care of her skin and

maximize beauty benefits. Create a “Beautiful

You” bundle with a day cream, night cream,

cleanser and eye cream.

Promote other offers in the brochure to

bundle with your skin care sale. You can

include make-up, fragrance or even jewelry

that can complement her “Natural Beauty” look.

Create an emotional connection for your Customer by enticing her with an

image of what she wants and then suggesting three or more products.

For example:

“You said you were looking for the perfect birthday gift for your sister. Wouldn’t

she love a beauty makeover in a bag?” We can start with a Anew Day and Night

Creams, add this eye shadow trio, pop in a lip gloss and then put everything in

this adorable tote.”

Avon Skin Care Party Reference Guide | Skin Care Selling Tips


Skin Care Selling Tips

Use It

Learn about Avon skin care products by using

them yourself. Customers appreciate your

opinion based on firsthand experience.

Selling skin care is easy when you show the

results on your own beautiful skin! Become a

walking testimonial to the benefits of Avon

skin care products. Once your Customers see

your results, they’ll want to buy it too!

Know Your Skin Care Products

To effectively sell skin care, make sure you

know the benefits and features of the skin

care products you are selling and talk about

them with your Customer. Also make sure to

discuss the ingredients, performance, and

affordability of Avon skin care products.

Start a Conversation about Skin Care

Give a compliment and ask your Customer

about the products she currently uses on her

skin. Ask her how happy she is with the

products she uses.

Ask Questions and Listen

When approaching Customers about skin

care, get them talking about their skin

concerns and listen for key words or phrases

that will tell you what they're looking for in skin

care.

Turn Samples into Sales

Start with a great opener: “What skin care

products are you currently using? Wouldn’t

you like to try the latest innovation from

Avon?” Make it easy and economical for

Customers to try a product by offering them a

sample or trial size. Be sure to follow up in a

few days to close the sale. Once they try it,

they will buy it.

Increase Order Size

Be sure to tell your Customer about the

benefits of the additional products in her Avon

skin care line. Her skin will look beautiful and

so will your sales!

Follow Up with Your Customer

Follow up with your Customer within 4-6

weeks of delivering her order and ask about

her results. Remind her that consistent use of

her skin care products will help her achieve

the results she wants. Take her reorder!

Throw a Skin Care Beauty Party

Group selling creates energy and can be very

lucrative. Learn more from the Beauty of

Knowledge online training. Set a goal to

conduct one Avon party every Campaign.

Reward the host and focus on showing the

latest skin care products.

Avon Skin Care Party Reference Guide | Next Steps


Next Steps

Follow these next steps and you’ll be on your way to beautiful skin and beautiful sales:

1. Buy and use Avon Skin Care products.

2. Complete all the training and review the tools Avon offers to help you learn

more – and earn more!

3. Order the sales tools to help you better advise your Customers and make the sale.

4. Make and follow up on your Customer list.

Avon Skin Care Party Reference Guide | Appendix


Appendix

On the following pages, you’ll find copies of resources that you can copy and use

when you conduct a party. These include:

Guest list

Party Invitation template

Party Games



Avon Party Invitations

You’re Invited! to an Avon Party

Come and experience the latest Avon products!

I know you will be impressed with the quality, style, and Avon’s money back guarantee.

TAKE HOME COMPLIMENTARY SAMPLES OF PRODUCTS!

I’ll see you:

Date: Time:

Place:

RSVP to me by:

Phone: Email:

You’re Invited! to an Avon Party

Come and experience the latest Avon products!

I know you will be impressed with the quality, style, and Avon’s money back guarantee.

TAKE HOME COMPLIMENTARYSAMPLES OF PRODUCTS!

I’ll see you:

Date: Time:

Place:

RSVP to me by:

Phone: Email:



Avon Party Guest List

Name:

Name:

Address:

Address:

Phone:

Phone:

Email:

Email:

Name:

Name:

Address:

Address:

Phone:

Phone:

Email:

Email:

Name:

Name:

Address:

Address:

Phone:

Phone:

Email:

Email:

Name:

Name:

Address:

Address:

Phone:

Phone:

Email:

Email:

Name:

Name:

Address:

Address:

Phone:

Phone:

Email:

Email:



Party Game: Search Your Purse

Preparation

You will need:

A small prize for the winner

Instructions

Instruct the guests to look in their purse and take out any of the following items:

Lipstick Mascara

Lip Liner Eye liner

Foundation Eye shadow

Blush Makeup brush

Powder compact Perfume

Instruct the guests to:

Give themselves 10 points for each item that is an Avon product.

Give themselves 5 points for another brand.

Award a prize to the person

with the highest score.



Party Game: Twenty Questions Auction

Preparation

You will need:

A supply of Avon money. Make copies of the master on the last page and cut to

money size.

1-3 prizes that will be “auctioned” at the end of the game.

Instructions:

At the beginning of the party, when all of the guests are settled and you have

introduced yourself, show the prizes and explain that the guests will earn money to

bid on them by answering questions. Ask each question and give the guest who

answers the question the amount of Avon money that’s shown after the question.

When you finish answering questions, establish a starting bid of $100-200 for each

prize and auction them off. Allow guests to pool their money to bid.

Customize the questions and responses to meet your party theme.

Use some or all of the questions to fit your party schedule.



Party Game: Twenty Questions Auction

Questions:

Give:

1. Who was the first guest(s) here? $200

2. Who came as the guest of someone else? We’re especially glad you’re

here! $200

3. Who owns any Avon products? Don’t we all own at least 1 Avon

product! $100

4.

Who has ever received Avon as a gift? Shopping with Avon is the best

and easiest thing to do. For birthdays, holidays, get well, or house

warming gifts, there’s an Avon gift for every occasion

$100

5. Who brought a purse with them tonight? $100

6. Did you buy it from Avon? Avon fashion, accessories, and jewelry are

noticed and envied. $200

7. Who has young children? Working with Avon is great when you have

children since you have flexibility in your schedule.

$100 for each child

8. Who has young women or men in their families? Avon’s Clearskin

products can help them keep young skin clear and healthy. $200

for each person

9

Who has a man in their life? A husband, dad, significant other,

brother? Avon has special skin care and fragrance products for men

which make perfect gifts.

$100 for each guy

10.

Who has an Avon lipstick with them? I’ll bet some of you have more

than one! I know I always have tons of them. Some in my purse, some

in my desk, and some in my car. Is anyone else like that? It’s a good

thing that Avon has such a great selection at great prices!

$100

11. Who has skin that is showing signs of aging? Don’t we all! Avon’s

Anew products are the premier products to fight aging.

$100

12. Who is glad they came tonight? We’re glad you’re here! Prepare to

have some fun and possibly win some great products tonight $100

13.

Who works outside the home? One of the best things about Avon is

that you can incorporate it into what you’re currently doing and earn

additional income. It’s your time and your terms.

$100



Questions:

Give:

14.

Who is a stay-at-home mom? I love the fact that stay-at-home moms

can be with their kids and still make some great money. Don’t you love

that?

$200

15.

Who has $10 with them today? That’s all it takes to own your own Avon

business! And, you can customize this business for yourself. We have

a Sales Leadership program for those of you who want to earn a

significant income by inviting, informing and inspiring others about the

Avon opportunity. How does that sound?

$200

16. Who has never been to an Avon party before this one? You are in for a

wonderful time. $100

17. Who would like to go to another Avon party? We can help you do that. $100

18. Who would like to have their own party? You won’t regret it. $100

19. {Enter your own question here} $XX

20. {Enter your own question here} $XX



100

$100 One Hundred

100

$100 One Hundred

100

$100 One Hundred

1000

00

$1,000 One Thousand

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