Transcript Marketing Arbonne to

Marketing Arbonne
to
Day Spas & Salons
By ENVP Valerie Edwards
When approaching Spas & Salons
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Get to know basic information on business
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Spa or Salon
Commission or Booth Rental
Skincare, Spa Products, Cosmetic lines already
carrying ( do research on what they have for
comparison)
If at all possible, use their services beforehand
( get a pedicure or manicure, massage, cut,
etc..) This gives you opportunity to build
relationships & get a contact persons info
Verbiage for Scheduling Appointment
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Ask for owner or manager
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Example #1: “ Hi, my name is Valerie Edwards, did I
catch you at a good time? I am calling because I talked
with “Mary” your massage therapist while I had a
massage last week & she mentioned that you would be
open to meeting me with so I could share with you a
little about a Swiss Formulated, Botanically-based
Product line I market. Its called Arbonne, have you
heard of it? If I could set up a time to meet with you for
about 10 minutes, I would love the opportunity to bring
you by some information as well as an array of some of
our full size products. This way you can sample our
product lines for a few days to get a good idea of what
our products are like. Is there a day of the week or time
that would be best for you to meet?”
Verbiage for Scheduling Appointments
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Ask for an owner or manager
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Example #2: “ Hi my name is Valerie Edwards with
Arbonne. I am calling because I market a Swiss
formulated & botanically based product line that consists
of everything from Anti-aging skincare for men &
women, Detox Spa products, as well as many other
botanically based health & wellness product lines. Our
company is called Arbonne International. I was hoping
that I could set up a time to meet with you for about 10
minutes to give you some information on our company &
products; as well as leave a few full size products for
you to demo for a few days. I wanted to explain to you
how you can use Arbonne’s products & business to
partner with your salon/spa to help you increase sales &
provide you will multiple streams of income. Is there a
day of the week or time of the day that you could fit me
in?”
Verbiage for Scheduling Appointments
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Ask for an owner or manager
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Example #3: Hello, my name is Valerie Edwards and I am
calling because I have been to your salon and noticed that you
offer spa services. I actually market a 30 year old, Prestige,
Swiss formulated, & botanically-based product line that is sold
in 4 countries. It’s called Arbonne, have you heard of it? In
these economic times, I know people are looking for ways to
supplement their income and I would love the opportunity to
show you how you can use our products to provide you with
ways to partner with your business with Arbonne and to
provide you with multiple streams of income. Is there a
particular time of day or week that I could meet with you for
about 10 minutes so that I can give you some information &
leave you with some full size products to demo? This will
allow you a chance to take a look & see if this would be
something that would be a good fit for you & your business?”
Initial Appointment: Be Prepared
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Schedule an appointment to meet with owner or manager
for 10 minutes
Dress Professionally
Have an Informational Packet ready to give to person you
are meeting with ( Include: Salon & Spa Brochure, Product Line
Overview, Product Catalog, Preferred Client vs Consultant Benefits Sheet,
Is this Business for you Flier, EOA’s of VPs in same profession, 3- M Sheet)
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Have a Demo Basket or Pamper Basket of product lines to
leave with them for a few days ( bring calendar to set up
pick-up & follow-up appointment)
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Include Re-9 Advanced Skincare System, as well as Body & Neck
Products. Include an array of products from Detox Spa line.
Make sure all products have been sanitized, you need to include
spatula’s if the products are in tubs, & you need make sure you have
stickers on the bottles so they know that they are tester or demo sets.
If you are sampling the Re-9 Advanced line, be sure to put Step by
Step stickers on the tops of the bottles.
At appointment
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Be sure to bring your calendar so that you can schedule a
follow-up appointment with them
Go through the packet of information with them as well as
the product lines that you are leaving. Let them know that
you would like to meet with them again after they have had
a chance to sample the products & go through the
information you are leaving.
Ask lots of questions so you can help show them how
Arbonne could help their business.( Remember that
typically their business is their “baby” & you want to be
respectful of that. It is just as important to remember that
they too are human & are also going to work everyday
trading time for money. They are going home in the
evenings to their family & they want to be able to live life
the way they choose and have the income to be able to do
that.)
Example of Salon Brochure
At Appointment
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Explain to them how they can use Arbonne to
partner with their business
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Selling Retail ( You can purchase products & get
anywhere from a 35% discount up to an
Signing up Preferred Clients & building a client base of
walking Arbonne Ambassadors that continue to reorder
on their own but their business would continue to get
paid on each purchase. Explain how PC’s can get a 20%
discount on their products
Residual Income through override commissions made by
sponsoring others who want to build a business as well.
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They can do this by sponsoring each stylist & the stylist
could sponsor their own clientele as well as friends &
family. This would still benefit the salon/spa. Even if the
stylist leaves & starts their own business or works
elsewhere, they are still making money on that stylist as
long as that stylist continues to renew.
Commission vs Booth Rental
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When someone is paid commission then typically its up to the owner or
manager what products they want to sell in salon/spa
If the stylist is a booth renter than its up to them to decide what they
want to sell. I recommend that once the owner or manager is on board
than you schedule a time to meet with all of the staff, including booth
renters & commission paid stylist. Present to them your Arbonne
presentation, explaining how they can benefit by signing on themselves
under the salon & make residual income.
If commission stylist wants to build a business with Arbonne but cant
afford to purchase products to have in stock, if the owner is okay
purchasing up front & letting the stylist sell from shelves, make the 35%
commission vs the typical 10% that they get paid..then encourage that.
Otherwise the commission stylist can just let her clients know that they
place orders on Mondays & Fridays & make sure you get their money up
front to pay for the orders. Then if the client signs up as a client just to
pay retail, make sure the stylist does that online & gets the client their
Client ID # so they can go online & make future purchases.
If the owner really gets the bigger picture of the business model & wants
to really go for it, they will be okay with the commission stylist signing on
their own clientele & making the 35% commission from products that they
sell.
Support System
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Training available for staff ( you can do product training as well as show them how to
go online to look up ingredients.
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Product Launches to market products
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You can even put together a product manual with individual product pages to show what's in
the products, etc..
In the past I have also typed up a recommended for page that goes through what to
recommend for psoriasis, eczema, acne, menopausal symptoms, age spots, dandruff, etc…
Type up a step by step process for signing up a client, preferred client, consultant, placing
orders online, calling in orders, downloading paperwork
Find a go-to person that you can train to show them a system of keeping track of all clients
using Arbonne’s products. You can use the client/PC follow-up sheets that we have in the Key
to Success binder.
Stay in touch with the salon/spa each week to make sure everything is going okay
Give them ideas on themed open houses, Girls Night Outs, Mother/Daughter parties, Health &
Wellness from Inside out Presentations.
Using demo kits at each station to have stylist rotate around to clients & set up follow-up
appointments to close. They can use sample packs to.
Have Before & After Pix at stations so clients can look through them while they are processing
their hair, etc.
Have Spa use products with treatments
Ability to have you to help them get displays set up & give them ideas on how to
market products
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Go through business aides that they can purchase
Give them ideas on how to set up products that fit within Arbonne’s policies & procedures
When signing up Salon
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Make sure you find out if they want to sign up individually under their own
SS# or do they want to sign up under their business name. If they want
to be signed up under their business name you will need to have the forms
needed to do that. You can get these forms off the download forms &
then Information & Documents Needed for Business Applications link.
It is VERY important to make sure that you have looked through the forms
& know what to put on each section. If they want to be sales tax exempt
you will have to have a copy of their sales tax exempt certificate as well as
follow any instructions on the business application section. It is MUCH
easier if they just sign up individually under their own SS # & then pay
taxes when they order so they don’t have to fill out all of the other
paperwork. In Canada they have to have an ID Card in order to be sales
exempt. ( they will know what that is)
Recommend that they do the RSVP. Explain that it is a 50% discount.
They will also be eligible for a FREE product as well as be able to take
advantage of the hostess special through the Arbonne Invite Program.
Show them the recommended starting orders for salons; Salon Option A &
B.
If they need help with what products to purchase, help them by telling
them what the top selling products are: RE-9 Advanced, Detox, Arbonne
Cosmetics, etc.. They will also need business aides
Examples of Salon A & B Options
Once products arrive
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Make sure owner/manager contacts you so you
can help them set up the products for display
Most salons/spa’s typically are use to being
serviced, so you will need to make sure that you
do that. It is more work for you at the
beginning, but in the long run it will be beneficial
if they really grasp the business model & start
working it seriously.
Keep stylist & owner in the loop of any local
functions in area that they can plug into.
Sponsoring Salons are “sprinkles” on
your “cupcake”
It is important to remember that our
primary reach out methods are group
presentations ( whether small or large),
one-on-one appointments ( whether
leading with products or business), &
Opportunity Presentations.
 Anything else that you do will
“supplement” your business. Do not make
salons your primary focus.
 People will do business with those they
know like & trust
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Work on Verbiage to use
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“ I am expanding my business in Toronto”
“ I market a Swiss formulated, botanically-based”
“ I would love to show you how you can partner Arbonne with
your business”
“In these economic times people are looking for additional
streams of income”
“ Arbonne can be your plan B, until it comes to a time when you
are ready to retire from your job & it can become your Plan A.”
“ With Arbonne, you are in business for yourself, but not by
yourself”
“What is so great about Arbonne is we have multiple reach out
methods & multiple streams of income to fit the goals of any
profession, gender, & background.”
“ What is your back-up plan if something happens & you can no
longer work at your salon/spa?”
“ You can work your Arbonne business full-time or part-time, but
but working your business now you can start building a business
that takes care of you when you need it the most.”
Remember…………..
People will do business with those they
know like & trust
 Ask for referrals
 Get the name of the go-to person for that
salon/spa
 If you treat your business as a business
you will get a comma paycheck, if you
treat your business as a hobby..you will
get a hobby paycheck
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