Door to Door Catalogue Drops - Scents For Youscentsforyou.co.uk/doc/CatalogueDrop.doc · Web viewContinue to catalogue in new areas for about six weeks. Then start again at the

Door to Door Catalogue DropsDoor to Door Catalogue DropsIf you want to build a strong base of local customers who regularly buy products, then try catalogue drops, in the style of Kleeneze and Betterware. But remember this is only to identify your local customers who will buy on a regular basis, don’t drop catalogues to people who don’t read them

This is one way to do it

The FM Home Shopping Initiative.There are many people in your area who do not use computers and would like to shop at home from our catalogues. Here are some suggestions about door-to-door catalogue drops and some sample leaflets for you to modify.

Safety FirstThe police advise that you do not enter a stranger’s home alone – no matter how nice they seem

Never go alone to a stranger’s home – take a colleague, relative or friend with you.

If you are invited to enter their premises tell them, “I really would like to but I have targets to meet and I must finish this today. Let’s make an appointment and I will come back to see you and answer any questions you may have”.

Make sure your mobile phone is switched on and fully charged at all times.

Make sure you have left the prospect’s name, address, their telephone number and your mobile number with someone you trust.

Ask them to call you on your mobile (if you have one) 30 minutes after the time of your appointment with `a message to call John Smith after your appointment’ (this is just to check that you are ok).

Always call them back when you have left the premises and let them know that you are ok.

However, if you are going to knock on doors, you will be invited in from time to time and it is an excellent opportunity to network. You must balance the risks and benefits and make yourself as safe as possible. At least call a friend or your answerphone to say where you are.

Three Main MethodsThere are three main methods to begin selling our products door to door.

1. The first is to put the catalogue through people's letterboxes with an order form and appropriate covering note to say that you will be back on a specific day to collect the catalogue and any orders and asking them to leave the catalogue outside for you (make sure your catalogue and paperwork are in a suitable clear plastic bag or something similar that will prevent them getting wet).I would suggest that you also need to include a covering sheet explaining the high quality of our fragrances and other key bullet points. Sample suggestions are included at the end of this booklet.

2. An alternative to this is to knock on the door first before you leave the catalogue to ask if the household would be interested in browsing the catalogue for a couple of days. This will ensure your catalogues are reaching the right people and save you losing too many catalogues.

3. If you do not feel confident knocking at the door, you could instead put a flyer in asking people to call you if they would like to see a catalogue, but this approach will probably produce the lowest response.However, your leaflet can also include a link to your website and many people would rather surf for information about our products

http://ScentsForYou.co.uk 01909 809033

Politically IncorrectThe knock on the door approach works better for female distributors, as many people will not answer the door to unknown male callers. This doesn’t mean men should not try it, it just means they may have to work a little harder.

And, like Mary in our case report, you may get a better response if you have a well-behaved dog or baby with you. If you don’t have either, a family member might love you to take theirs for a walk from time to time.

FM Distributor ID cardThe FM UK Group has said:

In response to requests from a number of our distributors we are producing official FM identity In response to requests from a number of our distributors we are producing official FM identity badges. If you would like to have one of these badges please send us a passport sized photograph , badges. If you would like to have one of these badges please send us a passport sized photograph , together with a photocopy of an official document, such as passport or driving licence, showing together with a photocopy of an official document, such as passport or driving licence, showing your picture.your picture.

We will then produce and laminate the clip on badge and send it to you by post. The cost will be We will then produce and laminate the clip on badge and send it to you by post. The cost will be £1.70 including postage, which can be paid by any of the usual methods.£1.70 including postage, which can be paid by any of the usual methods.

Mary’s Catalogue DropsThis case report is for another network marketing company which has stopped networking. Their products were mainly health products and home products. Our Make-up catalogue is much more attractive than their catalogue was.

The Area:The Area:I live in a small but rambling village of about 300 people and 100 or so houses – not ideal catalogue drop territory if you’re looking at it from the legwork efficiency point of view! However, I was quite sure that my best bet would be to begin in my own community – a basic principle of network marketing!

The Bag:The Bag:A catalogue back to back with a ‘Welcome to FM Your Area Home Shopping’ order form.

Getting Organised and Practicalities:Getting Organised and Practicalities:I used a wheeled suitcase, took a clipboard with paper and pen, a bottle of water and a jacket – it’s windy here on the ridge! Dress – comfortable but stylish (well that’s what I like to think anyway…).

I tied our dog Josh’s lead to the suitcase handle, donned an ‘id’ badge and sallied forth…

The Delivery:The Delivery:I delivered on the Wednesday afternoon before the bank holiday, having gleaned from the internet that Wed, Thurs, Fri are the best delivery days.

I knocked on every door – if the door was answered I smiled and said, ‘Hallo, my name is Mary and I live in the village. May I leave this new catalogue with you to have a look at over the weekend? I’ll come back on Sunday to collect it, if you’d be kind enough to leave it out on your doorstep for me in the bag – then I don’t need to disturb you.’

Only 3 people refused the catalogue. Practically everyone said ‘Yes, of course you can, I’ll have a look – thank you very much!’ They then went on to ask me where exactly I live and to chat about this and that.

On Thursday late afternoon I delivered to the business centre, several other small offices/businesses and the pub. I was amazed to discover that about 100 people work at the business centre! I used the same technique and made it clear that I intended to be cause as little disruption as possible. I enlisted the help of one person in each premises to pass the catalogues round to the staff and they offered to collect them back up for Tuesday morning collection after the bank holiday.


The following Tuesday I delivered to the local home for the elderly. I introduced myself to the matron, explained what I was doing and asked for her help so the residents could enjoy looking at the catalogue, just like any other village resident. The matron was happy for me to leave enough catalogues for the residents, plus a pile for the staff – she would see to it that they went to the rooms with the post.

The Collection:The Collection:The Catalog drop notes indicate that the best collection days are Fri, Sat & Sunday.

I collected from the houses on the Sunday afternoon of the bank holiday, hoping people would be out in their gardens etc, but the weather wasn’t that good on that particular day.

If the catalogue wasn’t left out, I knocked. If no reply, I left a call-back slip. Those who answered the door were generally chatty and pleasant…

Out of 150 catalogues delivered in total including businesses, I collected 49 on the Sunday, left 38 call-back slips, 3 people had thrown the catalogue away.

I made a list of all the call-back addresses.

There were no orders! It was cold and windy and no, of course I didn’t feel great about it!!

On Tuesday I returned to the call-back addresses, knocking if the catalogue still wasn’t out.

I collected 38 back, 1 was thrown away and got no response at all from 10 properties. I made a note of these.

This afternoon, Sunday, I am due to collect from Chilton House – I’ll let you know how I get on next time…

Orders:Orders:3 in total – all from people I know – my next door neighbour who looks after Josh sometimes, the lady who looked after the office when we were in Australia and the wife of a man I bump into when walking Josh.

Put a ‘Thank you for your order’ slip through the door…

Interest:Interest:19 people didn’t want any more catalogues – I have a list of addresses

3 people have specific interest for the future

Recycling:Recycling:All the returned catalogues were in good condition bar one (eaten by a dog) and it was very easy to reassemble the bags for another drop to another area, or next time. Slips could also be kept.

Ordering:Ordering:Being very keen to give great service, I ordered the next morning. No sooner had I done that than my landlady, who was out when I called, came round with an order.

Delivering Orders:Delivering Orders:I phoned to make an appointment.

I made sure I had more catalogues, DVDs, business opportunity leaflets

I also had my display products with me in the car and tester products on hand.

What would I do Differently Next Time?What would I do Differently Next Time?Particularly if I were doing an area for the first time, I think I would put the ‘Welcome to FM Home Shopping’ slip on the outside of the bag so it is clearly visible. Some people told me they thought it was junk mail – hopefully this technique would make people realise it was a local delivery and see that the catalogue should be recycled.

On a bank holiday weekend, I would collect on Monday afternoon, rather than Sunday.


I would order a day or two after collection to allow for missed people dropping catalogues and orders back and keeping postage costs economical.

Thoughts and Conclusions:Thoughts and Conclusions:Being distinctive helps: Josh was a great companion and I am convinced he has done this before! (he is a rescue dog, so I don’t know his background) He got mighty excited when we set off with the wheeled suitcase, with him towing me along with a big grin on his chops and was as good as gold waiting at the gates for me… He was also a great talking point and many people recognised him.

Do as you would be done by: treating people with as much care and consideration as you would wish to receive, works wonders. The phrase ‘May I?’ is absolutely invaluable – by using it you are obtaining people’s permission and therefore their co-operation, rather than just foisting something on them – pretty unusual in these days of hard nosed salespeople!

Always shut gates, never leave catalogues or slips poking out of letterboxes to announce to the entire world that the owner is out, agree to collect catalogues from back doors or hidey holes for security.

Quick Fix or Networking?Quick Fix or Networking?If you are relying upon a quick response from your first few catalogue drops, you’re setting yourself up for a disappointment.

Like all networking, it’s about building good relationships with people and that takes time.

Door knocking may be out of your comfort zone, but once you get going, you’ll start to enjoy it. The results will also be much better and quicker in coming.

You’ll learn a lot and get better and better the more experienced you become. Your confidence will grow and reflect in all you do. You’ll be better able to help and teach your team.

Be Brave – Deliver to Businesses Too: Be Brave – Deliver to Businesses Too: It all depends on your manner and approach as to the response you get. I felt it best to deliver to businesses late afternoon, just before home time, causing minimal distraction and allowing people to take the catalogue home to look at. Ask good questions – i.e. what’s the nature of your business, be observant and bide your time till they know you better.

Refusals:Refusals:Great – you now know exactly who not to waste your time and energy on!

You never know – they may change their minds once their neighbours start to get results/be pleased with their purchases…..

The Plan:The Plan:I shall be repeating the drop in 5 or 6 week’s time and then again in another 5-6 weeks.

Having done the same area 3 times, it is recommended that you then only deliver to those people who are ordering, and move on to a new area.

This way you build up a client base of 40-50 regular customers generating useful income and very possibly new distributors.

Was it Enjoyable?Was it Enjoyable?Definitely! I had some great conversations and came back with a greater sense of ‘belonging’. It was great to do something physical and Josh certainly approves – much more interesting than all that yapping on the phone and bashing away on the computer, mum!


Tips

Keeping recordsWhen you drop catalogues, how do you remember where you left them? By keeping accurate records.

Every one has a different system of keeping records to suit their situation. Some use a notebook, others a complex computer database. The important thing is to keep up-to-date records or you will end up in a complete muddle and will lose catalogues, customers and orders.

We use a notebook as a Route Book.

Use a pencil; it will write in the rain!

Collecting the cataloguesWhen you placed your catalogues, the letter told the customer when you would be collecting the catalogue. It is essential that you return on the day you said. The customer will respect reliability, and will be confused and uncertain if you are inconsistent. So, even if it is freezing cold, foggy, pouring with rain, hailing, snowing or blowing a gale – YOU MUST COLLECT!

When you collect your catalogues take your Route Book with you, the ‘Sorry we missed you – slips and the ‘Thank you for the order’ slips with you. A pencil with a rubber on the end is useful too, plus a spare.

As you go to each house where you dropped a catalogue, record in your book as follows:

- CB (Callback): This where the catalogue is not on the doorstep and you need to put a slip through the letterbox saying “Sorry we missed you…….” The are the books you need to come back for, usually that evening, as you will catch people in.

- ‘L’: if the catalogue has been looked at but no order. Always find the order form and check it carefully to be sure that there is not an order but no address or no total. It is infuriating to get home and find you have an order with no customer details.

- ‘O’ for an ORDER. YIPPEE!

- NLA: Not looked at.

If the catalogue is not out RING THE DOORBELL or knock. It saves time to start writing the note to say you called to collect the catalogue while you wait. If someone answers, ask for the catalogue and carry on as above. If there is no reply, push the slip through the door, write CB for call back and continue to the next house.

If there is an order fill in the date you plan to deliver on the ‘Thank you’ slip and put it through the door. This lets the customer know you have seen the order and gives them the opportunity to let you know if the time is not convenient. Customers do seem to appreciate the courtesy of being thanked. Before you move on check that the customer has filled in their name and address on the order form. If not, write in the address straight away. You will not remember by the time you get home.

You will need to return either later in the day or the next day to pick up the ‘stragglers’. At some point it is worth visiting in the evening if you picked up during day the first time round. On the second visit use the ‘Sorry to have missed you again’ slip. We put them in small brown envelopes and put the address on the front; we find people open the envelope out of curiosity and we get a better return. It is worth going back for stragglers up to four times, for several reasons:

1 The catalogues cost money – you want to keep losses as small as possible. 2 People will remember that you bothered and might order next time. 3 There are often orders in late catalogues.

When you pick up the catalogues mark up your notes as before. We put a cross against Call Backs’s on each occasion we have to go there beyond the second callback. We don’t deliver there again if they


continue to be tardy in returning the catalogue, unless they order. Take account of holidays and half terms.

Remember this is only one way to keep records. The method is not important, but the accuracy is, and remember KISS: Keep It Simple, Stupid!

Remember to update your master records,

Repackaging the cataloguesWhen you get home sort out the catalogues, take out the orders, throw out the wet and scruffy items and repackage the catalogues as they were before. Use new bags when necessary, as even minute holes will let in water.

Start all over again!Continue to catalogue in new areas for about six weeks. Then start again at the beginning. This time round try the perfume catalogue, then the home catalogue

Sometimes people will leave a note to say they do not want the catalogue. Don’t get upset – it is the catalogue they are rejecting, not you. Actually, it saves time as you can concentrate on dropping to people who do want to look and buy.

On rare occasions people are rude or unpleasant. There are plenty of nice customers so we don’t need the nasty people!

Within a few months you will have built up your customer base and can drop catalogues only your customers request them.

The information sheet and order form are designed to be printed 2 to an A4 page, on both sides of the paper. Cut the page in two and you have 2 A5 information and order forms.

The Callback and Thankyou forms are designed to be printed 4 to a page and cut to give 4 A6 slips.


FM Oldcotes & LangoldFM Oldcotes & LangoldHome ShoppingHome Shopping

NetworkNetworkHi, we’re John & Pam Bain, we live inHi, we’re John & Pam Bain, we live in Oldcotes and we like to introduce you to theOldcotes and we like to introduce you to the FM Oldcotes and Langold Home ShoppingFM Oldcotes and Langold Home Shopping Network.Network.You probably know that the price of perfumes,You probably know that the price of perfumes, toiletries and make-up is inflated by tv and magazine advertising,toiletries and make-up is inflated by tv and magazine advertising, publicising brandnames, celebrity endorsements, etc. The Dailypublicising brandnames, celebrity endorsements, etc. The Daily Mail saidMail said

“Consider the price of the perfume. The liquid in the bottle “Consider the price of the perfume. The liquid in the bottle represents only 3 per cent of the total cost of producing it. The represents only 3 per cent of the total cost of producing it. The other 97 per cent goes to marketing, packaging and advertising. other 97 per cent goes to marketing, packaging and advertising. And the selling price allows for a 95 per cent profit margin. And the selling price allows for a 95 per cent profit margin. There's a lot of money to be made in making the rest of us smell There's a lot of money to be made in making the rest of us smell better.”better.”

Well, the FM group offers top quality perfumes, toiletries,Well, the FM group offers top quality perfumes, toiletries, cosmetics and home products at rock bottom prices because therecosmetics and home products at rock bottom prices because there are no added costs for wholesalers, TV and magazine advertising,are no added costs for wholesalers, TV and magazine advertising, celebrity endorsements, brand-name promotion or retail mark-celebrity endorsements, brand-name promotion or retail mark-ups. They are only sold through FM distributors and we are theups. They are only sold through FM distributors and we are the Oldcotes local FM distributors, bringing catalogues and productsOldcotes local FM distributors, bringing catalogues and products to your door so that you can shop from the comfort of your ownto your door so that you can shop from the comfort of your own home.home.We believe that you will not find higher quality products thatWe believe that you will not find higher quality products that those in our catalogues. But don’t take our word for it, browse ourthose in our catalogues. But don’t take our word for it, browse our catalogues (this month it’s the make-up catalogue) and ask aboutcatalogues (this month it’s the make-up catalogue) and ask about samples.samples.If you know someone who is allergic to perfumes or cosmetics, tellIf you know someone who is allergic to perfumes or cosmetics, tell them about the FM range. We seem to have ‘purer’ products,them about the FM range. We seem to have ‘purer’ products,


without some of the the added chemicals that can cause allergicwithout some of the the added chemicals that can cause allergic reactions. They can try our samples and judge for themselves.reactions. They can try our samples and judge for themselves.

If you have any queries, do ring us.


FM Oldcotes & LangoldFM Oldcotes & LangoldHome ShoppingHome Shopping

NetworkNetworkWe can provide samples of some of our range asWe can provide samples of some of our range as

shown below.shown below.

Samples of all our 160 fragrances Samples of all our 160 fragrances are available at 50p eachare available at 50p each

Our Lipstick sampler is £4.50Our Lipstick sampler is £4.50

Our Advanced Foundation Sampler Our Advanced Foundation Sampler is £1.50 for a set of 4is £1.50 for a set of 4

Our Dark Skin Foundation sampler Our Dark Skin Foundation sampler is £1.00 for a set of 2is £1.00 for a set of 2

Our Second Skin Foundation Sampler Our Second Skin Foundation Sampler is £1.20 for a set of 3is £1.20 for a set of 3

Our Body Lotion sampler, Our Body Lotion sampler, http://ScentsForYou.co.uk 01909

809033

fragrances 33 and 81 fragrances 33 and 81 is 50p for a set of 2is 50p for a set of 2


Make-Up TipsMake-Up Tips from the FM Groupfrom the FM GroupIf you are NOTNOT interested in saving

money on Top-Quality and Affordable Cosmetics, Perfumes, Toiletries or

Home Products, please leave this bag and its contents outside your door on

Sunday and we won’t bother you again

Want to see the new make-upWant to see the new make-up booklet when it is published?booklet when it is published?Just write your name below and leave

this page in the plastic bag outside your door on Sunday. If you tell us

your favourite perfume, we will send you a sample of an FM fragrance from

the same perfume family and subgroup

Yes please, I would like to see the new booklet


Favourite perfume


FM Oldcoates & Langold FM Oldcoates & Langold Home Shopping Order FormHome Shopping Order Form

Description Total

Your Name&Address Name: ………………………………………………………..…………………..

Address: …………………………..……………………………………...…………..

………………………………….…………….…………………….………

…………………………………………………………………...…………

Post Code …………………………….Tel. No …………...…………………

Email Address…………………………………………………………………If you wish to pay by Credit Card or PayPal, please tick the box

Telephone orders to 01909 80903301909 809033Please make cheques payable to Sound IdeasSound Ideas

Mail orders to Charisma, Elmsmere Drive, OldcotesCharisma, Elmsmere Drive, OldcotesNotts S81 8HZ Notts S81 8HZ

or by email to [email protected]@aol.comor on the internet at

http://ScentsForYou.co.ukhttp://ScentsForYou.co.uk


We will call back on Sunday

If you are NOTNOT interested in saving money on Top-Quality

Affordable Cosmetics, Perfumes, Toiletries or Home Products, please leave this bag and its

contents outside your door and we won’t bother you again

We produce new cataloguesWe produce new catalogues every 6 months, if you areevery 6 months, if you are interested in saving moneyinterested in saving money on high quality Perfume andon high quality Perfume and

Toiletries, Cosmetics andToiletries, Cosmetics and Home Products and wouldHome Products and would

like to see our nextlike to see our next http://ScentsForYou.co.uk 01909

809033

catalogue, write your namecatalogue, write your name below below


If you would like us to send a Make-upIf you would like us to send a Make-up Booklet to a friend, please write their nameBooklet to a friend, please write their name

and address belowand address below

Name: ………………………………………………………..…………………..

Address: …………………………..……………………………………...…………..

………………………………….…………….…………………….………

…………………………………………………………………...…………

Post Code …………………………….

Name: ………………………………………………………..…………………..

Address: …………………………..……………………………………...…………..

………………………………….…………….…………………….………

…………………………………………………………………...…………

Post Code …………………………….


Name: ………………………………………………………..…………………..

Address: …………………………..……………………………………...…………..

………………………………….…………….…………………….………

…………………………………………………………………...…………

Post Code …………………………….


Sorry we missedSorry we missed youyou

We called round today to pickWe called round today to pick up the Makeup Tips section ofup the Makeup Tips section of

the the FM Oldcotes & Langold HomeFM Oldcotes & Langold Home Shopping Catalogue and anyShopping Catalogue and any

orders, but you were out.orders, but you were out.

We will call back on We will call back on TuesdayTuesday, if, if you are going to be out oryou are going to be out or

don’t want us to disturb you,don’t want us to disturb you, please leave our booklet (inplease leave our booklet (in

the plastic bag) on yourthe plastic bag) on your doorstep.doorstep.

You can ring us on You can ring us on 01909 80903301909 809033 if you have if you have any queries or you would like to arrangeany queries or you would like to arrange

another time to collect the catalogue.another time to collect the catalogue.If you need more information about the FMIf you need more information about the FM

Group go to our website hereGroup go to our website here http://www.fragrances.fm/johnbain/http://www.fragrances.fm/johnbain/


http://www.fragrances.fm/johnbain/

If you would like to see our full range ofIf you would like to see our full range of perfume, toiletries, cosmetics and homeperfume, toiletries, cosmetics and home

products go to our webshop hereproducts go to our webshop here http://www.fragrances.fm/shop/9012977http://www.fragrances.fm/shop/9012977

FM Oldcotes & LangoldHome Shopping Network


http://www.fragrances.fm/shop/9012977

Thank You Thank You for your orderfor your orderWe will ring you to arrange a time toWe will ring you to arrange a time to

deliver the products you havedeliver the products you have ordered.ordered.

You can ring us on You can ring us on 01909 80903301909 809033 if if you have any queries you have any queries

If you need more information aboutIf you need more information about the FM Group go to our websitethe FM Group go to our website

herehere http://www.fragrances.fm/johnbain/http://www.fragrances.fm/johnbain/

If you would like to see our full rangeIf you would like to see our full range of perfume, toiletries, cosmeticsof perfume, toiletries, cosmetics

and home products go to ourand home products go to our webshop herewebshop here

http://www.fragrances.fm/shop/901http://www.fragrances.fm/shop/90129772977




http://www.fragrances.fm/johnbain/

FM Oldcotes & LangoldHome Shopping Network


Charisma, Elmsmere Drive, OldcotesCharisma, Elmsmere Drive, OldcotesNotts S81 8HZNotts S81 8HZ

01909 80903301909 809033

http://ScentsForYou.co.ukhttp://[email protected]@aol.com

Dear Langold Householder,I dropped off our Makeup Tips Home Shopping Catalogue last Thursday and tried to pick it up on Sunday and again today. Unfortunately we seem to have missed you both times. We won’t try and collect it again.

We realise that some people don’t use cosmetics, but we believe that our products and the makeup suggestions in the catalogue are excellent, so if you know someone who loves makeup, please give them our catalogue.

And if you would prefer to see our latest Perfumes and Toiletries or Home Products catalogues, email or ring us.

We remove every home where we cannot retrieve our catalogues from our delivery round. This means that although we produce new catalogues every 6 months or so, we will not be delivering them to your door in future unless you contact us to ask for them.

Best wishes


John Bain


Documents

Door to Door Catalogue Drops - Scents For Youscentsforyou.co.uk/doc/CatalogueDrop.doc · Web viewContinue to catalogue in new areas for about six weeks. Then start again at the