Asking is the key to selling!
Target Your Customers - Add up all the easy prospects you can think of starting with the "Perfect 10":
___ 10 Sales to Family Friends, parents, grandparents, aunts, uncles, brothers, sisters, neighborhood parties, etc. ___ 10 Sales to your mom's friends at work, clubs, youth groups, teams, etc. Challenge your parents to each make 10 sales!
___ 10 Sales to your dad's friends at work, clubs, youth groups, teams, etc.
___ 10 Sales to closest neighbors.
That's your first 40 sales! At an average of $20 each, that is your first $800 in less than a week.
___ Hair salon, insurance office, bank, etc. You give them your business. 3 -10 sales?
___ Friends at your religious institution: 3 - 5 Sales?
___ Everyone you have sold anything to in the past. Did you keep their names and numbers?
___ The next 25 neighbors in each direction. (60% should buy!)
___Ask everywhere you go – soccer, football, family events
That's 40 to 100+ easy sales! At $20 each, that's $800 to $2,000 in sales!
Target Your Times "Sell early, sell often."
- Start selling as soon as you can, Saturday morning is often the best time. Saturday afternoon is next best. Sunday afternoon is very good. Sunday evening is good. Weekday evenings after 5:30 can be good as well.
- ALWAYS wear your uniform if you have one. Everyone loves to support a Scout in uniform.
- ALWAYS sell in pairs accompanied by an adult.
- NEVER sell after dark.
- ALWAYS act like a Scout and be polite and courteous. Wear a smile and introduce yourself.
- ALWAYS walk on the sidewalk and driveway – NOT through the yard. Watch for traffic.
- Do not carry large sums of money with you.
- NEVER enter anyone’s house.
- Remember to always have 2 ink pens with you.
- Keep your Take Order Form as neat as possible. Be careful with it – this is your only record.
- Statistics show 2 out of 3 do buy Trail’s End Popcorn when asked. The average transaction is almost $20.
- Make sure you know all of the different types of Trail’s End products that you are selling.
- Tell the people what the money goes for.
- Be sure to say Thank You to everyone who makes a purchase and even if they say “Not Today”. If they do say no, ask for a small donation towards the military. They don't have to give a full donation, as you can add these up if you get several people to donate.
- Make sure you know the date when you will be delivering the popcorn to your customers.
- Not every one you ask will buy so do not get discouraged. Say Thank You anyway.
- The more people you ask, the more people will buy.
- Ask your parents to help you sell popcorn at their workplace. Better yet, ask them if you can go to their work and sell.
- Make sure you say “Thank You” when you deliver the popcorn.
- Write a thank you note and put a copy of it on all the popcorn you deliver to let everyone know how much you appreciate their support.
- Remind your parents, grandparents, aunts, uncles, and neighbors what a great gift Trail’s End popcorn makes for teachers, co-workers, friends, etc.
- Remind people how quickly the popcorn runs out and to buy enough to last them.
- Keep a copy of your Take Order Forms so that you can call on these people again next year. People will remember how polite and courteous you were, the nice note they received and the popcorn that they did not buy enough of.
Customer Objections
1. We can't eat popcorn. Would you like to "Support the Troops" and send popcorn to soldiers overseas? How about as gifts for others? I also have pretzels for sale.
2. We already bought. Can I practice my sales pitch with you anyway? (Many will still buy again!)
3. That seems too expensive. Tell them what you do. Show them your patches! 2/3's of the money helps local Scouts.
4. I don't have any money. No problem. You can pay by check now and it will not be deposited until ___.
5. Not home. Leave your "Sorry I Missed You" note.