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How to Sail/Sell to Schools
Marketing Direct to Schools
Online retail sales ARE growing• Amazon is Expanding into new markets• Vendors/Dealers/Competitors are improving
websites• Many Shopping Mall Stores are showrooms
Goal Setting• Invest the time to thoroughly think through what
you are going to do.
• Make a list of all the reasons doing business with schools is important to you.
• Be less calculated and more visual.
• Can you solve a problem for your school?
• School budgets have been cut in half… and the IT departments are taking most of it.
• Tap into the School’s employee directory.
“The victory of success is half won when one gains the habit of setting goals and achieving them. Even the most tedious chore will become endurable as you parade through each day convinced that every task, no matter how menial or boring, brings you closer to fulfilling your dreams” -Og Mandino
Potential Niche Selling Opportunities
Be “In the Know”They don’t care how much you know until they know how much you care.
• Know your customer’s culture
• Listen, Listen, Listen… and then talk!
• Apply a human touch
• If you stumble, say you’re sorry
Work Your CustomerThey know your company and have already shown a need for your products. You know them!
• Do your research. What are your competitors doing?
• If the product addresses their needs, give them a sample first.
• Keep it short and keep them focused.
• Capital Projects Director • Procurement• Curriculum & Instruction• School Performance Office • AV Equipment Department• Before & After School Care Program• Character Education• Department of State & Federal Programs• Early Childhood• Early Learning Programs• ESOL/Language Minority• Even Start• Grants Development• Head Start• Information Technology • Mathematics • Purchasing/Supply Services• Reading – English – Language Arts • Special Education• Talented & Gifted Department• Technology• Title 1• Visual Arts
with contact comes opportunity
Defining Moments• Laurie,• • Thank you for the opportunity to meet today to
discuss how your company can benefit Calvert County Public Schools staff and students. I appreciate your willingness to customize services to the needs of our school district.
• • Also, thank you for the goodies from Panera.• • I look forward to receiving more information about
the Educate & Celebrate website. It will be a boon for us if/when the site reflects actual CCPS pricing. I will happy to share information about the site and services your company provides with our financial secretaries.
• • Thanks again and go Steelers!• Kevin• • Kevin Michael• Director of Procurement and Resource Management• Calvert County Public Schools• 410-535-7503 (office)• 410-535-7496 (fax)• [email protected]
