You plan to have a kickoff meeting where you'll talk to your group about your goals and expectations. You'll introduce your brochure and why potential customers will love it. Your students should be motivated to sell because you feel that you’ve selected a good prize program.
More importantly, you feel they should feel obligated to sell because of the cause.
What else is there to do? You seem prepared, but how can you ensure that your group ends up having a successful high school fundraiser? Are there additional things that you can do to help your students succeed?
If you want your students to be successful at making sales, it will be important for them to be interested as well as prepared. Here are 3 helpful ways you can help them maximize their efforts from day one.
1. Prepare a Customer Prospect List
Set aside some time during your kickoff to have your students prepare their own prospect list. This is a list of names of people who they plan to talk to about making a purchase. It can be family, neighbors, friends and people that they see periodically, like a coach or fellow church goers. They should also have a way to track when they've approached a particular person and what the results are. Make sure everyone's list has at least 10 to 15 names on it. The more names you students can add to their list, the better.
2. Incorporate a Sales Pitch
Don’t send your students out selling without first reviewing how to approach potential customers. Most high school students will want to take the path of least resistance and simply say something like, “Want to buy something?” While this is easy and simple for them, it is not very effective. Most prospective buyers want to know 2 things:
- Who are you?
- Why are you selling?
Therefore, make sure that your students introduce themselves and that they let the potential customer know why they are selling. For example, “My name is John Doe with Carver Band and we are raising money for our spring trip.” Once these two questions are answered simply hand over the brochure, take a step back and smile. The less said at this point, the better. If you're selling good products at a fair price, the brochure should sell itself. Regardless of the outcome, don’t leave without saying thank you. We recommend using our NOW Selling Method. Students should partner up and practice their sales pitch during the kickoff. You can even provide an incentive to a couple of students who are willing to roll play in front of the group. This strategy is simple, and it works.
3. Set Smaller Periodic Fundraiser Goals
Create a sense of selling urgency. Nothing generates accountability more effectively than meeting again after the first day of selling. You'll want to check in with your students on their early progress. For example, if you've determined each seller's end goal is 10 items, you might want to set a first day goal at 2 or 3 items. It’s also a good idea to also meet with your group again at the midway point. You can set that item goal at around 6 or 7 items. By breaking your sale down into smaller sales goals you are:
- Teaching your students to see the selling process in smaller, more obtainable steps.
- Holding your students accountable to staying on track towards the end goal.
- Gathering information on how your sale is progressing.
If your students know you're going to be checking on them, they will be more apt to keep up with their selling. The extra effort you put in may result in a great high school fundraiser afterall.