Please remind the participants that their distributors impact upon the quality and reputation of the social start up so they need to be managed well. That is:
� agree the sales targets ahead of time and incentivise the distributors for exceeding the targets.
� ensure that the distributors are as knowledgeable about the product / service as the participants are. If they are excited about the product / service, they will sell more of it!
� Participants should meet with the distributors regularly( once every two weeks, to begin with and as the relationship becomes established this can become monthly or quarterly meetings) to review sales.
� Sales Tips for the Participants
� Practising and using the elevator pitch to explain the social start up � Dressing in a way that reflects the ethos, values, vision and mission of the social start up as you are representing the social start up and its members. � Speaking confidently about the social start up and its achievements. � Speaking naturally, spontaneously, and effectively without having to use notes. � Being creative and excited about the social start up and the product � Sharing real customer / member stories, feedback and testimonials � Telling the story of the social start up in an engaging way so that your potential customers / members are left wanting to know more. � Using Social Media and a website � Using print marketing and designing creative posters, flyers, brochures. � Inviting everyone supporting the social start up and the EPG to stalls, fairs, food markets, exhibits, special events etc. Surrounding themselves with supporters will give the participants ‟ stall a real positive buzz which will attract others to it.
� Making the stall or stand eye grabbing and noticeable to draw in potential customers. Recruit an artistic team member to work on a design for the way the stall will look. � Having a selection of the products to trial and sell and to run regular demonstrations / tasters showing the product. � Offering memorable give-aways such as coasters, magnets or pens to those who visit the stall and whether they buy or not.
� Givingout business cards or brochures and inviting potential customers / members to get in touch when they would like to make another purchase or have any questions or need any more information about the product / service and social start up. � Maintaining excellent customer service at all times � Being convincing and confident but not pushy at all times.
Do some 3 minute role plays in the training session by asking participants to volunteer to be the seller and the potential customer / member. Ask all other participants to observe and feedback their comments on what worked well and what can be improved, and how.
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