Selling Read-a-thon to Your Schools
Our best new sales representatives all ask the same question. What is the best way to introduce my schools to your Read-a-thon system. So let's spend a little time on the main selling points and how to close the deal.
We strongly believe our program is the absolute best way for elementary and middle school aged kids to raise money. The concept has been around for a long time. It's worked historically. We've taken the concept from the dark ages into the modern world.
The first selling point is the amount of money a school can raise. We have created a great visual that we believe will be your #1 sales tool - our Read-a-thon Profit Calculator. Let me explain that tool and how it works.
We ask for two pieces of information. We need to know the number of readers your school will have and we want a best guess for how many supporters each reader can locate. The first question is easy. The second not as easy. We default to 10 supporters for each reader unless you change the number. We give each reader state of the art tools to get the most sponsors possible. We will talk about those tools in a different article.
After your sales lead provides you with their guess for sponsors spend a moment talking through the possibilities. Have the considered parents, grand parents, aunts and uncles? Have the considered neighbors and family friends? Ask how many people each reader can contact through social media and email?
Once you've agreed on a reasonable number enter that in the caculator. You will be taken to a screen that will show the amount of money the school will raise net of all expenses.
Here's how we arrive at the number. We take the number of readers times the number of supporters for each reader. Potential sponsors are taken to a page where the suggested support level is $2.50 for every reading session. We take the donation times the 10 reading sessions and multiply that by the first number. We then net all fees from that amount and present the money the school would raise.
Play with the calculator. More often than not your school will see a number far greater than they typically raise. You should have their attention.
Once you have their full attention you should discuss the other selling points:
* The students are already reading. Why not raise money at the same time.
* There is no product to sell.
* All donations are made online so the students will not be handling any money.
* The program includes a prize program for all of their readers. Hopefully you have read about RAT Bucks and can explain how they work.
* We provide complete and intuitive management tools that will tell everyone involved in a read-a-thon exactly what they need to be doing and how they are doing.
* Up to the minute reporting
* We offer the most state of the art tools to help readers get the larges number of sponsors possible.
Most schools should be ready to sign up at this point. If your customer is not ready you should ask them to help you understand their objections. Here are the most common:
I've already set up my fundraisers for this year. If this is the objection we suggest you challenge them to test drive a read-a-thon without altering any fundraising plans they already have. Explain that there is really nothing to lose. Their students are already reading and there's no cost to try the program. Suggest they give it a shot and compare results. Explain the worst that will happen is they will raise a little extra money while the upside is they can raise more money than they've ever raised before.
It seems too good to be true. Quite often a principal or president will work through our calculator, see a big number and assume it's just too good to be true. If you run into this objection then review the data inputted into the system. Was the number of students accurate? We're they a little aggressive with the number of potential sponsors? Are they afraid of participation levels?
Once this conversation has been started you should be well on your way to closing the deal. Suggest your customer reduce the number they are uncomfortable with and re run the numbers. Or you can simply say let's just assume 25% of the kids don't participate and multiply the calculator total times .75.
Typically the calculator shows a number higher than the group expects to see so you can safely offer to reduce the total for any number of reasons and still show an amount higher than their typical fundraiser.
Close the Deal
Assuming you have overcome any objections you should walk your customer through the sign up process or sign them up through your sale rep dashboard.
Click here if you want to sign up as a sale representative.