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 Tools for Growing your Fuller Business
There's many ways to advertise your
Fuller Business and grow your customer list, most of them almost free.
Here's some ideas:
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Use the products
yourself. It's most important that you try the various products,
see what they do and how well they last, and read the instructions, uses and
benefits both in the brochure description and on the label. If you
don't use Fuller products yourself, I can almost GUARANTEE you won't be able
to sell them to others. See "How would
you feel...."
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Keep Records - Put on
file the name, phone number and address of every customer you serve, and
list the products they buy. Note the date when they purchase a refill
or replacement, too. This helps you to know when to call back and
offer another refill.
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If you take an order from
someone at their work, be sure and take their home number too. If they
respond "Oh, you can call me at work", explain that it's your
policy to call them the evening before at home, to confirm that delivery the
next day at work will be convenient. This serves two important
functions: they will have their money or checkbook with them (or ask you to
deliver another day), plus, if they change jobs, you won't lose them as a
customer!
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Purchase
the monthly brochure special. But
don't just hand them out and sit around with your hands folded, passively
waiting for something to happen. Business doesn't work like that. You can make one
brochure serve one customer (if they remember to call and give you the
order) or you can make each one work for perhaps ten prospective customers or more.
How? When you hand out a catalog or brochure, mention that you
have a limited number and will need it back. Arrange to come back the
next day and pick it up and take the order. Then immediately
make a note of their name and address. The time you pick it up is
the real point of sale. Then you have the catalog to give out to someone
else. If you simply cannot pick it up, or the customer insists they
need it for someone else, make a point of calling the customer on the
telephone to ask for their order.
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We had self-inking
rubber stamps made up
very cheaply at Office Depot with our name, phone and dealer number. This
makes the personalization of catalogs, brochures and flyers a snap! It's
well worth the small expense. Never give out a flyer, brochure or
catalog without putting this information on it! You never know in
whose hands it will end up, and who may call Fuller directly to place an
order, or need to call you to get their favorite products. On the
Master Catalog, which has an order blank and envelope in the center, put
this info on that order blank too, so you'll enjoy full commission on any
orders a person places directly with the Fuller Brush Company.
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Order
a supply of labels with your name, phone number and dealer number
while you're at the office supply. Stick a label on every can, bottle, handle or box of Fuller product you
deliver. That way, when it gets low, your phone number is right at
hand to "nudge" the customer into calling for a refill.
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Use
business cards. Give them out
to people you meet. Include one in every letter, payment, or other
item you mail out. Include them in customer orders. You'll find
many ways to use a business card as an advertisement.
Click here to
see Fuller's offer.
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Make your
vehicle a rolling advertisement Display
with pride the Fuller Magnetic Car Sign (R352) as well as the Fuller Brush
Bumper Sticker (set of 2 - R354) for the front and back of your car. New reps can get a free Magnetic Car
Sign. See details. All
smart corporate CEO's make sure all their vehicles have company signs and
logos - and you should do the same.
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Use the Product
Promo Flyer Pass out the promo flyers (R211)
which costs less than a penny apiece. Post them on bulletin boards, in
phone booths, or leave them in doctors' or dentists' offices, or anywhere
people have to wait. Walking is great exercise, good for your
cholesterol and relieves stress. Walk and pass out flyers several
blocks each day. Put them in fences, gates, under mailboxes or anywhere
they'll be seen and not get blown away. NOTE: Passing out the
flyers alone isn't sufficient to build a big customer base. Within 24
to 48 hours, call or visit each home. Most libraries have street
directories where you can cheaply make copies of the phone numbers of homes
on streets where you left flyers. Many of those won't be interested, but the few
that buy, or who have used Fuller in the past (and obviously will again),
are income-makers that can stay with you for life! This is how
we started building our present large customer base.
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Use
the other Sales Aids
When you sign up with Fuller and use
FullerBiz, you can actually see each
sales aid item before you order it.
There's also a list on the Business Aids/Accessories section of your monthly
purchase order. Experiment and see what works for
you.
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Always carry
business
cards, a catalog and order book with you.
Tuck them into your briefcase, handbag or pocket. Keep a
set in your car or your desk drawer at work. You never
know when the opportunity to take an order will arise.
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Don't let rejection
bother you. If everyone we
approached placed an order, we'd all be as wealthy as Bill Gates. The
real world isn't like that. Frequently more people than not will
"reject" - not you - but the idea of buying something right at this
time. Maybe they will later. Maybe not. It's not a
failure on your part. Just go on to the next person. If
you're not making enough sales, it's ALWAYS because you're not approaching
enough people. And remember, once you get them to buy, they may
be your customer forever.
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Be careful not to get
stuck in a rut. Many
initially successful representatives keep going back to the same group of
people they know. After about three months, these customers are fully stocked up. Sales drop. The rep thinks it's all over.
What's wrong here? Simply the failure to develop new customers - every
month! Your original customers will buy from you again later on.
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Use incentives to
build "Clusters of Customers". When
you deliver a product to someone, give them a gift, for instance, a Handi
Brush. Then ask if they know their neighbor to their right, and the
name. To the left, and the name. Across the street. One
up, etc. At some point the customer will ask "Why?"
Respond that perhaps they would like to also have a free Handy Brush.
If the customer responds favorably, take down the names and house numbers of
all the neighbors they know. Then approach each neighbor. "I was just making
a delivery of Fuller Brush __product name_ to your neighbor,
Mrs. ________, and she thought you might like to have a free handy brush and
see our catalog (offering the brush). Most people will take the brush
and many will look at the catalog and place an order, either now or
later. (Tip: put a sticky label with your name and phone number
on each gift.) See some incentives; just click
here.
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Increase your
sales with Fuller Direct
You can send your customers to Fuller Direct where they can buy,
and you receive full commission and personal volume for the sale.
Print out an application,
either by
clicking here or from
an Adobe PDF file.
Email me for your dealer number. Fill out and sign the form and fax
it toll free to 1-800-538-3332, or if you don't have access to a fax, you can
mail it to:
You can print it out and send it to Fuller as indicated. Wait
while it loads and commences printing; it'll take a few
moments. If you can't print it, call me so I can fax it to you,
or call the Service center at 1-800-732-1118 for a free literature pack which will contain all the
information, including an offer for business cards where you can list your Login ID# and the internet address.
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Let us
list you on our web page. Request a
listing made especially for you - a link to
for email, and use your dealer number (no dash please) as
a recruiting-sign-up
page at
https://www.fuller.com/GetStarted/. Send prospective representatives to these
pages to buy, or to sign up as a rep.
This page will
shortly list your name on most search engines for your town or
city.
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Utilize your
email. Put a link or
advertisement for Fuller on every e-mail you send out advertising your
Fuller Brush business. You can even make special offers. You
could link to
Fuller Direct. You can even make an automatic message or a template to
copy onto replies, forwards and e-mails, or get someone to help you do it
who is familiar with your particular browser.
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Increase profits by
offering the opportunity When you
sponsor someone, you can increase your own discount and earn overrides on
what your recruit sells. If you have a friend or customer who would like information about becoming a Distributor,
just call or email me, and I'll help them get started. You'll receive from 5% to 30%
on their monthly sales (see schedule). Or invite them to listen to a toll-free
explanation of the advantages of becoming a Fuller Rep at 1-800-477-3855. Then
check back to see if they're interested.
Retires, those caring for children at home and anyone with extra time who
needs extra cash, are all great prospects. Don't forget college students that
will need extra money - remind them: there's a long, long list of
famous, successful people who were Fuller Brush reps at one time when they were young! It's a
great start towards a stellar career!
See
Great Demos
Bess W. Metcalf
In
So. Florida: 305-638-8500
Elsewhere: 1-866-638-8505
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