Lessons from the Girl Scouts

It’s Girl Scout cookie time again. Each year at this time I always look at the little Daisies, Brownies, Jr. Girl Scouts and Cadets and am amazed at their sales platform. Many direct sales consultants could take a lesson or two from these schoolgirls.

1. They create demand by only offering cookies once a year. Most independent consultants could not survive only offering products once a year, however they could benefit by creating demand.
2. Brand recognition. Girl Scouts have been around a long time and have a good reputation. You’d be hard pressed to find someone who hasn’t heard of the Girl Scouts. Many people are happy to purchase cookies. Wouldn’t we all love to offer something that is widely sought after and makes people happy to fork over $3.50 per box!
3. Quality. Those Thin Mints and Shortbread cookies are delicious. I dare you to try to eat just one. More like one SLEEVE is probably more accurate! If you’re a direct seller, offering a quality product will go a long way. Offer a substandard product and you’ll be dead in the water before your boat even sails.
4. Most communities are loaded with little Girl Scouts. Yet many sell 100 boxes or more in two weeks or less. This further proves that there is no shortage of leads. For the independent consultants who complain that their area is too saturated, I challenge to you look at the achievements of the Scouts. They don’t seem to allow saturation to be an excuse not to meet their sales goals.
5. “Hello, my name is ___ It’s that time of year again. Would you like to buy some Girl Scout cookies?” Imagine that, little girls actually asking for the sale. They don’t just wear their little sashes and vests and wait for people to throw money at them; they actually smile, talk to people and then ask how many boxes they’d like to purchase.” Nifty concept, eh?

These girls don’t prejudge which people would be interested and they’re not hung up a fear of rejection. They have a sales goal and they’re offering a great product. They’re motivated to sell, and they do!