1. Recruiting, Keeping, and Building Your Business (Hide this Prep Slide) 1

2. Recruiting, Keeping, and Building Your Business 2

3. Planning for Consistent Field Fundamentals 3

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5. What is on your Belief Window? Get a Name & Number Follow through with ACT Prospecting Mentality Appointment Mentality

6. PROSPECTING “Talking to People” 6

7. Prospecting Decision Tree 7

8. It’s NOT about Convincing…  Ask more than you tell –“ What brings you out to the mall today?” –“Shopping for anything special?” –“Can you believe how expensive it is to…get car fixed…get nails done…shop at the butcher…host a child’s birthday party…buy a cup of coffee…fill your gas tank…etc? (depends on where you are)  Identify/Confirm the Need –“Sounds like you could benefit from an additional income each month. What else would you do with extra money?”  Bridge to Avon –“What if I could show you a way to…?” –“Maybe you can help me. I’m looking for someone who could benefit from an extra $X per month…who can you think of?” 8

9. Prospecting Tools 9 Tip from the Field We are committed to scheduling at least 3 recruiting event days per week; 1 follow up/training/mentoring day and 1 day for review and planning.

10. Let’s Practice What would you say if she was near your table, tent or bus? Tip from the Field Role modeling prospecting was key to our success. I attended many of the events and role modeled for my Leaders. They are now role modeling for their Downline Leaders.

11. Overcoming Objections  Objection: An expression of a desire for more information.  A prospect who raises an objection is usually interested in the product or service being offered.  Your natural response to an objection is the attempt to overcome it.  By responding constructively, you are providing your prospect with the missing information and leading them to make a decision 11

12. CONVERTING YOUR LEADS 12

13. On the Spot Appointing… 13 Inspire Her to Sign Up Today by Saying! We can get you started earning in only 15 minutes We have a special drawing/gift/prize for everyone who gets their business started today. Start your business today and get a free spin on our wheel. “For only $10, you can take all of the materials home with you today.”

14. Explore Avon Envelopes 14 If she doesn’t have time today OR wants to think about it, try one of these: In the meantime, take one of our try it envelopes. Take orders from your friends and family over the next couple of days and you’ll see how easy it is to make money. I’ll touch base with you on Wednesday to see how much you’ve earned and get you started. Do me a favor. Take a try it envelope to share with your co- workers and see how easy it is to make money quickly. Tip from the Field We are giving an Explore Avon Envelope to all attendees at our New Representative training meetings. I will then follow up with them within 48 hours to see who they gave it to and schedule an Appointment.

15. Phone Lead Conversion: What you need…  Leads: are they with you at all times? Make a few calls while you’re waiting for an oil change.  Phone  Smile: even when on the phone, it comes through in your voice.  Calendar: to immediately schedule an interview/appointment 15

16. Lead Conversion: The Words to Use… 16

17. 17 “Every day you don’t follow up on an interested lead, reduces the chance of that person joining your team by 15%!” “Exponential” Dave & Jon Furgason

18. Let’s Practice 18

19. TIME OF APPOINTMENT “Starting a New Business” 19

20. On the Spot Appointments 20

21. Activities for Believe-Achieve-Exceed  Conduct Full Believe Appointment –Connect with their Emotional “Why” and establish realistic goals –Develop 50 names on the Invitation List –Engage in Sales Leadership right from beginning by identifying who on the Invitation List could also benefit from an additional income every month. –Use the BIYS Tracking Flyer to show their bonus potential and immediately schedule their “Launch Party.” Reconnect the bonus back to their Emotional “Why” by saying something like “how close would that $750 bonus get you to taking your kids to Disney?”  While conducting Achieve Conversations 1-3, revisit the Invitation List and the BIYS Tracking Flyer. Reconnect to their Emotional “Why.”

22. Appointing Tools… 22 Tip from the Field We are focused on building Title! Every new UL is a minimum 5-7 recruits. Show them the BIYS Money!

23. Let’s Practice “I’m so excited. I just started my own Avon business so that I can ________________ and I thought of you because I know you want to _______________.”

24. Let’s Practice “I was at an Avon meeting this week and heard a woman talk about starting her Avon business so that she could __________. While she was talking, I thought of you since you shared a similar situation with me.”

25. TECHNOLOGY UPDATE “Managing Your Leads” 25

26. Prospects on the Go…Leads App  Available to Sales Leaders with Active Personal Web Pages and Avon Mobile App  Week of 2/4: Notification of New Release  Must accept & Download

27. Prospects on the Go…Lead Form  1 st edition is going to say “Your First Name” – enter “Lead Name”  * indicate REQUIRED fields  Your PWP Reference Code will pre-populate  Click SUBMIT to send the lead to your Leads Mgmt System

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29. NEW: Leads Management System for SLs

30. Lead Conversion Analysis using Leads and Appointment Trackers Job Aid

31. DSM View

33. DSM View of Individual Leaders

34. Sales Leader View