� Selling direct facilitates selling „ extras ‟ with the main product or service being sold. � If you are not comfortable with negotiating prices and costs up or down, then direct selling will be challenging but will improve with practice!
� Using Distributors: Points to Consider
Using distributors will become a necessity as the social start up and sales grow beyond the potential of direct selling. 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.
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