How prospecting boosts discount card sales.
To improve discount card sales, you should stress the importance of prospecting. If your students know who they think would be most likely to purchase from them, they'll have a much greater chance of being effective.
A prepared prospect list offers several advantages to your students, including giving them a defined road map that helps increase their confidence and create needed momentum to get them started.
Instead of handing out your cards to your students and simply telling them to bring back the money, arrange a discount card meeting.
8 Prospecting Steps that Improve Discount Card Sales
Here are the steps that you'll want to incorporate into your kickoff meeting to help your students succeed:
- Ask your students to think of as many people as possible that might purchase a discount card.
- Don't let them start before you count down...five, four, three, two, one, begin!
- Tell them to stand up as soon as they have 20 prospects written down.
- Stop everyone when five or six students have reached twenty prospects.
- Have everyone draw a line under the last name that they wrote. Then give the first person that stood with 20 prospects a dollar as a prize.
- Now ask, "How many have thought of other names you don't have on your list yet?" Most will say yes.
- Give them another period and have them stand after they've written down ten additional names. While writing, give them suggestions of different categories like neighbors, relatives, church members, and family friends.
- Suggest they carry their lists and add names as they come to mind.
Each member of your group will have more confidence because they'll have several prospects they can approach that should help improve discount card sales.
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Clay Boggess has been designing fundraising programs for schools and various nonprofit organizations throughout the US since 1999. He’s helped administrators, teachers, and outside support entities such as PTAs and PTOs raise millions of dollars. Clay is an owner and partner at Big Fundraising Ideas.