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Increasing
Product Sales for Free Makeovers
When you have done the makeover,
offer to write exactly how you did everything if they purchase the set
of products (ie. Foundation, eye makeup, lipstick, blush). If you provide
written instructions of how they can achieve the look if they purchase
everything needed to make the look, they have a greater incentive to purchase
everything because they will be able to later duplicate the same look.
If they purchase all the products,
offer to come back on a Friday or Saturday afternoon to do it again before
a hot night out, saying it will be "easy to stop by and do it when
I don't have to bring everything with me, since you will have it all."
Of course, you will then bring along more items on the actual day, such
as glitzier version of their eyeshadow suitable for a night out, or a
darker shade of lipstick for the evening, with a "I thought this
would be perfect for you when I headed out the door". Because they
have purchased from you previously, they will be more likely to then purchase
these additional evening-wear makeup products for touch ups. This is a
great upsell.
If they have little girls at
home, bring along a pink nail polish to quickly do their child's nails
if they behave themselves. You can bet the child will ask when you are
coming back, increasing the likelihood of future sales and you just might
make the additional nail polish sale, too!
Don't forget that you are offering
these makeovers to generate sales, both from new and old customers. So
don't reserve free makeovers as a tactic for generating new customers
only. Some Avon and Mary Kay consultants find that some of their best
customers are their regulars that they do free makeovers for everytime
a new line or catalog comes out, and those customers end up purchasing
the new complete line (moisturizer, eye makeup, lipstick, blush, foundation,
polish) each time.
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