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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.
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Updated
02/16/2010 10:09 AM
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© 1999-2010 Ruth McLain Smith, Director and Independent Educational Consultant with Usborne Books and More Email to RS4books@aol.com The words "Usborne" and "Usborne Books" are the trademarks of Usborne Publishing Ltd. The Cartwright Duck is a trademark and copyright of Usborne Publishing Ltd. Usborne Publishing Ltd. has no connection with these pages and does not sponsor or support their content. All rights reserved. |
