Something to try if you need some new customers. I found this on SEUL Sue Mazza's site:
http://suemazza.com/ Sue shares lots of great resources and information that can help us grow our businesses, put more money in our pockets now and build our future fortunes.
THE MAGIC 5 LINE SCRIPT
Line 1 Hi, I’m (your name) from ___(your company name)___ .
Line 2 (Company Name) having a Customer Appreciation Day
Line 3 We’re here today with free samples of the latest….…
(the new fall lipstick colors, newest fragrance, vitamin pack, energy
drink, whatever, but remember.. everyone likes to feel they’re getting
something for free!)
Line 4 (as they are looking through samples) How many ladies
work in your office so I can leave enough samples and brochures ? (WAIT
for them to answer as you smile as they look through the samples)
Line 5 (as you thank them and are getting ready to leave)… Oh, by
the way, we always give our customers a courtesy call before we place
our order. We’ll give you a call on (day you choose) to see if anyone
needs any more samples or would like to place an order. (Collect name,
number, business card, etc)
There, you are done! You are in and out of an office within a couple short minutes.
Now.. a couple of other notes.
On Appearance
Be sure to wear logo clothing, jewelry, etc. Be professionally
dressed in casual slacks/skirt, not jeans and logo top so that you look
like you should, representing your company.
On The Script
Line 2 –
DO NOT SAY “ I am having a customer appreciation day”, say “(Your company name) IS HAVING A CUSTOMER APPRECIATION DAY.”
Our tests have shown that people respond much better to the corporate
name in taking the free samples and brochures because your business is
sponsoring it, as opposed to an independent rep. And, just in case you
feel funny, perhaps you are saying to yourself.. well really my company
hasn’t announced it and it really is just me doing this!!.. I can tell
you, if you were to ask the CEO of your company, they would tell you
that EVERY day is customer appreciation day!! J So , you can say this
with confidence and truthfulness!
On Followup
The Fortune is in the Followup! Be sure you call back before the order is due to ask if anyone has any questions or
wants to order, or even wants new samples. We’ve had story after
story about reps waiting to call back, to hear comments like.. wow, we
never thought you’d call.. or thank GOD you called, someone took my
brochure and I didn’t have any way to reach you! (and then place a
LARGE order!)
Further followup can include things like:
R
emember
people like to buy from people they know, like and trust, and knowing
their name, smiling, being friendly and professional, all these help
them to know, like and trust us) … saying.. Hi (NAME), I’m
(Your Name) From (your company). I was here a couple of weeks ago when
(your company) had the CUSTOMER APPRECIATION DAY and I’ve got some new
samples and brochures for you.. How many ladies work in your office?…
(chat a bit to build know, like and trust and then let them know you’ll
follow up by phone. Sometimes it takes a couple of times going back to
start to really build orders in the building.
Consistency is key to success. So many times, a customer will get a brochure but then the rep never
follows up with a phone call, or goes back, so you taking the time to go
back and call will help them build trust in You, your company, and in
your Professionalism.
Further Followup can also include…
delivering an order to one office, then going down the hall to each
consecutive office, saying something like. Hi! (name if you know it)..
I’m (your name) from _____. I was just down the hall delivering their
order to the ladies in suite 101 (or whatever) and wanted to stop by to
see you too and give you some more samples of the latest (lipstick,
fragrance, skincare, etc)
This can be used on many consecutive visits! After awhile, they
will EXPECT YOU and LOOK FORWARD TO YOUR VISIT! Everyone loves free
treats!
POTENTIAL OBJECTIONS (So you are not surprised!)
There really aren’t many. Once in a while you’ll hear someone
say: “well, you’re not allowed to solicit in here so you can’t leave
brochures in the waiting room.. or something like that” We have had
great success saying… “oh, we’re not soliciting.. we’re is having a
Customer Appreciation Day and we’re giving out Free samples and
brochures. Remember to smile and extend the samples to them and invite
them to pick some out and leave only one brochure. 99.9% of the time,
this takes care of any tension. I have had ONLY ONE TIME where the
“gatekeeper” at the front desk told me No, I couldn’t leave anything, so
I thanked her for her time and left.. only to find one of the people
from the office come out the back door and follow me down the hall
because she wanted HER free samples and brochures! She’s still a
customer to this day! Trust me, no one has ever thrown any rotten
tomatoes at us! Most people are really glad to see us!
Another comment you might hear is: “We already have an
representative”. I always smile and say, THAT’S GREAT! Thank you for
being a customer! That’s why we are here, so pick out some free
samples and be sure to call your representative to order! DO NOT
LEAVE A BROCHURE as that could be perceived as trying to steal business
from a fellow representative, even if you have the best and noblest of
intentions.
Rarely, someone will not want to give you a number for followup..
very rarely. If you ask with a smile and a positive attitude of
assuming they want us to followup, you’ll get that contact info easily
very often!
Remember, When people see us in our company apparel/logo items, to them, WE ARE CREDIBLE AND PROFESSIONAL.
We are the Face of that organization and we always want to leave a positive, upbeat, friendly and customer-focused impression.
Let me know when you use the Magic 5 Script and what your results are! My goal is to add 5-10 new customers each campaign!
Product Picks for Campaign 10
Last time in Brochure for Avon "Sprinkle Nails Nail Decorations"- A 3 for $9.99 special 1 base coat, 1 Nail Pro+ color enamel and a Nail Sprinkles in Green, Pink or Purple!
Fragrance for Mom-- Lots of Great Specials in Campaign 10 Starting with Avon's newest fragrance Femme
$30 with a free Body Lotion. Or choose from old favorites: Far Away 5 piece set for $19.99 (pg 53)
Haiku $23 and get powder, roll-on, and the new solid fragrance stick for free! Or Imari for the same price and same free products. Plus more fragrance specials on pages 58-64. Sure to please!
I have customers that love this for their skin care regimen. Now your customers can try
all the night cream and save $13 off the regular $38 price- ($24.99)
On my customer blog: I added a new feature called "Product of the Week". SSS Satin Glow is my pick for this week. I've been using the body scrub and the moisturizer for about a week and I can't believe how "sunkissed" my skin looks! My winter white legs will soon be a thing of the past!!!!
The Volume is back in the Advanced Techniques Hair Care line. I know some of my customers will be happy about that! I'm looking forward to trying it too as it was the line that I used too! Yeah for Big Hair!
Aqua Express is back for the summer with a cool fresh scent and loads of moisture! In addition to the Body Wash, Moisturing Gel and Hand Lotion a new product has been added "Body Milk Spray" intro priced at $4.99 (pg 161) It has shea butter and vitamin E to lock in moisture to smooth and soften skin.
I ordered this for myself and a demo and because I'm short I thought I might have to hem the back length but it looked fine as it was so don't let your short customers tell you it won't work for them! Great colors and great for add on sales for sandals and summery jewelry!
These are my favorite shoes! So comfy and great for all the running around that we do! Let your active customers know about these stylish "trail blazers".
Congratulations to the top 10 in Sales on our team for Campaign 9!
- Diana Andreason - $874
- Barb McQuitty - $639
- Shirley Bailey - $428
- Janette Lockey $382
- Karen Cook $343
- Charlotte Jackson $249
- Carol Moore $214
- Marilyn Arnburg $210
- Joy Greenslade $190
- Valerie Lytle $162
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