What you need to know about your sales rep
Good brochure fundraiser reps know that if you succeed, they do as well. However, some reps are more interested in putting money in their own pocket first. They often make promises up front that sound enticing in order to get the business, but unfortunately don’t deliver.
This ends up makes everyone look bad, especially the sponsor as they’re left picking up the pieces. Are there repercussions? Sure, but only for a while. Unfortunately administrators as well as boards come and go. A new and unsuspecting PTA is simply another opportunity. In the meantime there are plenty of other opportunities.
These reps have their presentation down cold and know exactly what to say and when to say it. Up front, they can even help calm your nerves about past mishaps. But afterwards, you wish you hadn’t signed on. Sound familiar? Before you commit to working with a company, you need to be able to distinguish between a good rep and a bad one. Here are 2 things to beware of when it comes to dealing with brochure fundraiser reps.
1. Beware of the Fundraiser Guarantees
Everyone wants to be reassured. Probably the best way to do that is to guarantee that things will happen exactly as they say they will. Some reps will even go so far as to guarantee that you’ll reach your fundraising goal if you work with them. Shouldn’t this sound absurd?
The cold hard truth is that anyone can make guarantees up front. However, a guarantee is only as good as the person making it. Rather, you should be more concerned with making sure that they have a realistic plan in place that will help you increase your sales.
2. Beware of Fundraising Rep Promises
Promises can be empty. Every experienced rep should know what your ‘hot buttons’ are but the bad ones will try to exploit them. For example, no one likes to count money at the end of a sale; however some reps will tell you that they’ll send someone to count it for you. This is a bad idea for many reasons. After all, do you really want the fox guarding the hen house? The bottom line is, if it sounds too good to be true, it definitely is.
So how can schools tell if they’re dealing with good brochure fundraiser reps? The answer may surprise you. Ultimately, you have to trust your intuition. Genuine sales reps won’t wow you with hyperbole, just the facts. When asked, they’ll present both the pros and cons.
It’s most important to know what you want and expect up front, then it will be much easier to make a proper decision on a fundraising company once you’ve asked the right questions.
In the end, you’re much better off working with someone who doesn’t sound too good to be true. They are honest, have integrity and will go the extra mile to make sure that everything goes as planned, no matter what.