| Yup, it's Girl Scout Cookie time in our
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| | about competition; it's all about
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| part of the world. [And, yes, my English
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| | contacts and referrals. So who is selling
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| teacher DID tell me never to start a
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| | to all those customers who "have Girl
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| sentence with the word "Yup."] For those
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| | Scout Cookies at home - more than they
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| of you who are unfamiliar with the
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| | need?" Naturally, it's their Girl Scout.
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| sights, tastes, and overall experience of
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| | What are the chances of Rebecca selling a
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| helping your daughters sell Thin Mints,
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| | box of cookies to someone whose daughter
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| Samoas, and Do-Si-Do's, you're missing a
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| | is also selling the same cookies for the
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| fundamental and wide-ranging education
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| | same price? You got it: less than zero.
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| about the dynamics of sales, selling, and
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| | Is Rebecca going to bang her head against
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| salespeople.Here are some points I've
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| | the wall bemoaning those lost sales? Of
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| garnered while helping my daughter,
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| | course not. She's going to tap into her
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| Rebecca, age 11, and Troop 3129, make
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| | network of networks - neighbors, cousins,
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| their sales numbers. These pointers are
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| | kids and parents at the Y where she plays
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| hard-earned, field-tested, and as
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| | basketball, my former colleagues at my
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| applicable to you and your business as
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| | old job who have become good family
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| they are to Rebecca and hers.1. It's who
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| | friends (and Rebecca's customers in
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| you know. It's true: the cookie business
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| | previous years). Do you know how to fill
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| is a relationship business. Our next-door
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| | your pipeline when things seem dry? Do
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| neighbor bought 9 boxes - Bam! Neighbors
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| | you know how to move your prospects along
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| on the other side, 2 boxes, then 3, then
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| | to becoming customers, satisfied
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| more. Why? Because Rebecca had something
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| | customers, and then customers-for-life -
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| to sell. What's your personal brand doing
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| | not of the product or service you're
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| these days? If you switched products,
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| | selling today, but of YOU and whatever
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| services, or companies, would people buy
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| | value proposition you might be offering
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| from you JUST BECAUSE IT'S YOU?2. It's
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| | now and in the future?6. When times are
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| not about the product. It's time to get
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| | tough and things look quiet, that's the
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| the lawyers upset. Ready? Girl Scout
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| | time to push harder than ever. Cookie
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| Cookies, for the most part, taste
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| | sales end at a certain time each year.
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| terrible [Thin Mints are the one
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| | Right now, we're about two weeks away
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| exception, in my humble opinion]. And
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| | from the ending date, and there are Girl
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| they have enough fat, calories, and
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| | Scout Cookies being sold everywhere you
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| cholesterol in them to power a small
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| | look. We'll probably have 10-12 boxes
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| Japanese alternative fuel vehicle. You
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| | left over by the time the deadline comes.
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| want good cookies? Buy Oreos, Mallomars,
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| | Are we depressed that we didn't meet our
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| Ginger Snaps, Nutter Butters,
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| | goal? Are we failures as salespeople?
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| Grasshoppers, Deluxe Grahams, Fudge
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| | Only if we quit when it's over. Don't you
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| Sticks, etc. etc. Yet Girl Scout Cookies
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| | see that as soon as everyone else stops
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| sell like crazy, year after year,
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| | selling, stops marketing, and stops with
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| donating millions to the bottom line of
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| | the "Cookie Shop" setups -- these cookies
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| Girl Scouts of the USA.3. It's not about
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| | move up from a commodity to a valuable
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| price. Girl Scout Cookies cost $3 a box.
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| | asset? It's the same thing in your
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| The smallest box, by weight, is 7 oz. and
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| | business: when the market is down, your
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| the largest is 10 oz. Most retail cookies
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| | competition has pulled their ads, it's
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| come packaged in a "small" size of around
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| | "hunker-down" time, get back to basics,
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| 12 oz. and cost about $2.49. Girl Scout
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| | and cut, cut, cut! However, that's the
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| Cookies even give premium brands, such as
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| | worst time to cut - you have everyone's
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| Pepperidge Farm, a run for their money
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| | attention! There's actually much less
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| when it comes to high cost. Did I mention
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| | noise out there for your message to
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| one of our neighbors bought 9 boxes at a
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| | compete against. Push now, and you'll be
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| clip?4. It's not about need. Face it,
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| | heard!!!What does this all mean to you
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| nobody NEEDS Girl Scout Cookies. In fact,
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| | and your business? It's simple -- now is
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| when the girls were out doing a "Cookie
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| | the time to get back in the saddle and
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| Shop" at a local hardware store (local
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| | ride your sales and marketing activities
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| merchants, malls, and grocery stores
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| | harder than ever. You've got the floor.
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| allow Girl Scouts to set up a table for
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| | You've got more relationships and more
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| sales on their premises to support the
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| | people rooting for you than you realize,
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| cause), the number one objection we heard
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| | and if you cut through the old excuses
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| was "I already have some Girl Scout
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| | about your product, price, competition,
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| Cookies at home - more than I need!" So,
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| | the economy, and all the rest of it,
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| why did they buy? Because they had a
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| | you'll see the sales breakthroughs that
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| relationship with their salesperson that
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| | lie ahead. Why waste another
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| was more important than their need,
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| | minute?Marketing and innovation expert
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| desire, or use for the actual product.
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| | David Newman has written 8 books and has
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| Hey, did you know that Girl Scout Cookies
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| | been quoted in dozens of national media
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| make great gifts, freeze really well, and
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| | outlets. David is also a sought-after
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| are only sold for a short time each year?
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| | speaker and seminar leader. Visit for
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| Can you learn from this and apply the
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| | more free articles and resources.
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| lesson to YOUR sales message?5. It's not
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|
