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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
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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 register 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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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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