Before the internet, person to person contact was essential when it came to conducting business. School fundraising companies relied heavily on local representatives to sell their brochures and product lines. Trade shows, like PTA conventions, were another way sales reps could interact with potential customers. As a result, many sponsors grew accustomed to having local reps.
However, with advanced technology, many companies provide personalized consulting and exceptional service without the need for in person reps. Schools can now find program information on the internet that can be customized to meet their specific needs without having to meet with a sales rep.
What matters most to sponsors is being able to choose a brochure their community will support and select a prize program that will motivate their group to sell. They also want to be able to run their program efficiently as well as receive timely and effective customer support and updates. Here are some additional things to think about when it comes to in person reps:
Local Fundraising Reps Have Limitations
Often times, local sales reps are limited because they are required to manage an entire territory by themselves. If they're not effective at managing their time and resources, their customer service is compromised. Plus, if companies don’t have good systems in place to address problems or issues, their sales reps become even less efficient. Some schools even have to clean up problems caused by a local rep that didn’t provide good service. The reason may be because the rep:
- Isn't organized enough to deal with customer issues in a timely manner.
- Is more focused on selling as opposed to taking care of their existing customers.
- Happens to work for a company with internal inefficiencies.
Prompt Customer Service Beats a Local Rep
A responsive and knowledgeable customer account manager with a well-run company can solve issues faster over the phone or by email than any local rep can. If there's an issue, local sales reps may still need to contact their respective company before getting back to the school with a solution. At best, they add another step in the process.
Strong Sponsors Get Results Regardless
Regardless of the company or rep, success really comes after the kickoff, where sponsors must handle things like:
- Reminding and motivating students to sell.
- Updating students and parents as needed.
If you have a question or problem, how quickly will it get fixed? In addition to timely solutions, we've found that providing customers with excellent resources like a complete guidebook when they need it is what really matters. In many cases, a well-run customer service department can be more effective than an in person sales rep can be.