10 Tips for Higher Library Sales by Ruth Smith
1) Be friendly & professional, building a relationship so they will look forward to meeting with you and will trust you to handle their business. Their name will be on the order, so they need to believe it will be handled professionally.
2) Ask when their funds are available or when they do their ordering & schedule your appointment just before that.
3) Have your books in catalog order & go through the catalog with them so you don't miss anything. Sometimes they'll notice something they need that you wouldn't have mentioned.
4) Talk about a "series" rather than a "book".
5) Ask if they'd like multiple copies of any.
6) Ask about their ordering procedure & offer to fill out any cards or forms they have to use, as this can be a sizable task that sometimes prevents them from ordering more.
7) Ask if there are others in the library or school that do selecting/purchasing for other areas (young adult, computer guides, board books, Spanish titles, special needs, etc.) & schedule appointments with them, too.
8) Keep a folder of what they ordered & received & what was backordered. Make notes of titles they were interested in but didn't get. They may "test" a series by ordering a single title, planning to buy the rest of the series at your next visit.
9) Mark a catalog (from past invoices) before each visit noting what they received from Usborne in past orders. Then they won't worry about duplications. (As they order over & over, this can become a big job, but is worth doing!)
10) Ask when you should call next before you leave. If they don't have a time in mind, offer to come with the next new catalog. That makes the next call easier to make as you know they are expecting your call. Then CALL. ("Hi Mrs. James. This is Ruth Smith with Usborne Books. I'm sure you're busy, but I had a note to give you a call when we got the new Usborne catalog & I think you are going to love some of these new titles! Is there a morning next week I could come by?")
These services will make you invaluable to them as they reorder for years to come and they'll recommend you to others.
McLain Smith, Director and Independent
Educational Consultant with
Usborne Books and More,
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