How to Sell Signing Time! For Dummies!

---

How to Sell Signing Time! For Dummies! How to confidently introduce and close a sale in the Institutional Market.

What is an Institutional Sale?       

College/ Universities Preschool Day Care Libraries Doctors Offices Specialized Care Facilities State Programs (Head Start)



School Districts

Typical Monthly Account Orders 

   

Department of Education, School Board or School District Universities or Colleges Medical Deaf and Blind Other Government

A Typical Account

Most new accounts will feel more comfortable ordering bundles because they trust the company to give them the ‘best of the best’  An average order is over $600  An average account will have to pass through at least 2 decision makers before placement  An average account will order less than 3 times a year 

How to Find Accounts  

Make a list of every Day Care, University, Library etc. in a 5 mile radius Who do you know?

Talk to local principals, librarians, teachers that you already have a relationship with. GET ON THE PHONE!  Start making phone calls, introducing yourself and your product and set meetings up. Don’t be discouraged if it takes several days to get in contact with the right person.  Be willing to pitch Signing Time over the phone as most people will be more comfortable to talk on the phone, than allow you into their space. 







Have a plan on what the pitch over the phone will sound like, before you ever dial the number!

If you can make face-to-face contact, you will have a better chance to close the deal. Be willing to offer free classes to just get into their office or classroom!

How to Start Pitching



Now that you have WHO you want to pitch, HOW do you pitch to them? 



Be completely confident in the product you are selling. NEVER in all of the presentations that I have done, has someone said, ‘these are just not quality products!’

Always have a way to SHOW the potential customer the program. Either on an ipad or laptop, they have to have a way to view the product. 

Once they see just how easy it is, they will be more likely to buy. Most professionals worry that they wont have time to learn ASL, but show them a 4 year old displaying a sign and it becomes a lot easier for them to process! Better yet, show them Baby Signing Time and an 18 month old displaying the signs. People are always blown away by the babies signing!

How to Start Pitching Continued

 Show

the Potential Customer the website. Direct them to clips, awards and research. 

We have the research to back our products and the Emmy nominations that prove that Signing Time is worth laying eyes on!

DISCOVERY 

Know before you go (research the account first!) 



Know all you can about who you are meeting with

DISCOVERY 

Ask many open-ended questions about what their needs are as a department, library or classroom etc. 

Do they have children that don’t speak English, children with special needs, children that are too young to speak?

DIAGNOSIS 

Once you DISCOVER their need, the products that solve their problem will become clear.  Example:

The Classroom Edition is perfect (along with ST 1-3 in Spanish) for a classroom or a daycare where children have a background of another language. The reproducible worksheets keep parents and siblings in the loop. Then can then reinforce the signs and communication at home.



DESIGN

Tell the potential customer what you will do for them.

Example: “I am going to come and do a free class this Tuesday (or EVERY Tuesday!) for your Daycare. We will use the classroom edition that you purchase and I will show you just how easy it is!”  DESGIN a plan for this Potential Customer so they feel like they have a network, with you at the head!  Lay this plan out in your follow-up email summary. 





After communicating what you are going to do for them, invite them to use Signing Time products and BOLDLY ask for their business. They will be more likely to sign on the dotted line when they can see that there is a firm plan built around the product they are being sold.



DELIVERY

After the Customer has, to quote Gwen, “spit bubbles in the corners of their mouths!” and they cant wait to get the product, don’t make them wait!  Place

orders quickly. ALWAYS call within one week to thank the customer for their business.  If YOU are filling the order from your own stock, deliver as soon as possible. Still call one week after they receive it to be sure that they don’t have any questions or concerns.

If you have committed to teach a free class, do it promptly and when you said you would.  Remember you are now the rep for this account and if they are pleased with the service you have rendered, they will reorder FROM YOU. If they are not satisfied, they will go to someone else or order online. 

Follow UP



If the Customer is not interested, thank them for their time and set a task to call again in three months. 



With government agencies and School Districts, funding is not always available, so ALWAYS follow-up at least 4 times a year so you can be sure to strike when funding is there.

When they order, call within one week to thank them and ask for concerns. Continue to follow-up with them every three months for a reorder.