Scouts Should “Be Prepared” To Sell Popcorn

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knocking_on_door_webIn many sales circles, it is recommended a salesperson has an “elevator pitch” ready at all times.  An elevator pitch or speech is a short summary used to quickly and simply define a person, product, service, or organization and its value to the customer.  The theory is this “pitch” should be no longer than it takes to ride and elevator.  Typically this is between 30 and 45 seconds.

To prepare Scouts to sell popcorn, adult leaders and parents should help Scouts develop their own “elevator pitch” or script to share with customers.  Below are three examples based on different scenarios a Scout may encounter:

Sample Door-to-Door Script

“Hi, my name is _______________ (say first name only).

I’m a Scout with Pack/Troop _________ here in _________ (city).

I am selling popcorn to help raise money to go to Scout Camp (or other major activity). By buying some DELICIOUS popcorn today, you’ll be helping me earn my own way to camp next summer and do fun things with my Pack/Troop all year long.

(Hand the customer the Take Order form and a pen and point out your favorite item. Make sure it is a $20 or more item).

You’ll help me, won’t you?”

There is some psychology to script above.

It is important to introduce yourself to the customer.  People respond better if they have a name to the face.  It makes the interaction feel more personal.  In addition, identifying the Unit and City is important.  It makes the customer feel as if it is their local Unit they are supporting.  The Unit location can also be used with the Charter Organization Name.  This can be beneficial if the Charter Organization is well-known in the community.  This approach is better with older Scouts as it may be harder to remember.

The second section speaks to why the Scout is selling popcorn.  People are more likely to purchase a fundraising product if they know the reason why the Scout is selling.  More about this can be seen in this previous blog.

Handing the order form to the customer is important.  Again, people are more likely to purchase popcorn if they have the order form in their hand.  There is a reason publishers put postcards in their magazines.  The person handling the card must take action.  Now more often than not, the person will throw away a postcard.  They will not do this to a Scout that has handed them an order form.  It is then important to point out the Scouts favorite product on the form and hand them the pen.  It lets the customer believe the Scout knows about the product and leads the customer to a specific product.  We will see more about this later.

Finally, the closing is vitally important. People do not like to be sold anything.  However, people generally are willing to help a person in need.  This line brings the focus away from the product itself and back to the Scout at the door and the customer is less likely to say ‘No’.

Sample Show and Deliver Script

“Hi, my name is _______________ (say first name only).

I’m a Scout with Pack/Troop _________ here in _________ (city).

We are selling popcorn to help raise money to go to Scout Camp (or other major activity). By buying some DELICIOUS popcorn today, you’ll be helping us earn our way to camp next summer and do fun things with our Pack/Troop all year long.

I happen to have this item on me today (Hand the customer the Take Order form) or you can get any other item and I will deliver it in on __________.

You’ll help us, won’t you?”

This script is only modified slightly by adding the line about having a certain product on them.  People are far more likely to purchase the product a Scout has on them then have to wait for the product.  This also helps the person aiding the Scout transport the product around by having only a limited number of products on hand.  Limit this to 2-3 items maximum.  Make sure these items are $20 or more in value.  People are willing to help the Scout, but most want to do this at the lowest possible amount.  If you do not have a $10 item on hand, then the customer will be forced to spend more to get an item today.

Sample Show and Sell Script

“Excuse me ma’am/sir.

Hi, my name is _______________ (say first name only).

I’m a Scout with Pack/Troop _________ here in _________ (city).

I am selling popcorn to help raise money to go to Scout Camp. By buying some DELICIOUS popcorn today, you’ll be helping me earn my way to camp next summer and do fun things with my Pack/Troop all year long.

 This product is my favorite (Point out an item $15 or higher).

You’ll help me, won’t you?”

Again, it is important to have the Scout lead with a higher dollar item.  A person can always go down to a lower price item, but they are more likely to purchase the item they are showed first.

TRAIN YOUR SCOUTS – HAVE THEM PRACTICE

Remember the focus is on Scouting.

Focus on Scouting instead of the product. ”Will you support Scouting by purchasing some DELICIOUS popcorn today?” or “Will you help us go to camp by purchasing popcorn today?” Avoid asking if they would like to ‘Buy Popcorn’.  If they just wanted to buy popcorn, they could get it cheaper in a store. People buy popcorn to support Scouting and the Scout in front of them.  They do realize that they can get the popcorn cheaper at the store but realize they can’t buy the Scouting experience for a young person through store-bought popcorn.

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