Selling to Schools

9 Stages of the Industrial Sales Process:

1. Hub Strategy (focusing on coach RGU)
2. Desk Research (populate the Sales WB)
3. Marketing Campaigns (currently separate, will be consolidated 2023)
4. Asset Pack (brochure, business card, campaign deck, gift)
5. Physical Visits (following scripts, obtaining key info & contact details)
6. Follow Ups (emails, calls at set intervals after visit)
7. Tracking & Reporting (Sales WB, forms agenda for weekly sales meeting)
8. Constant Contact (via adding to marketing database)
9. Repeat (cycle around all schools & nurseries within your territory)

• S&N Sales A5 Brochure 

• • Editable per franchisee, contact AW

• S4K Business Cards 

• • Editable per franchisee, contact AW

• S&N Sales Workbook

• • Small updates regarding info required
  • Small updates regarding filtering options
  • Filters allow easy reporting on; venues visited most recently & ‘warmth’ of prospects
  • Red 0% = visited, no interest at this stage 
  • Purple 5% = identified as prospect, no contact as yet
  • Orange 10% = visited, not a yes but not a firm no
  • Yellow 25% = initial indication of interest, meeting/trial date proposed 
  • Yellow 50% = meeting/trial has taken place, proposal sent, 50/50 chance of conversion 
  • Yellow 75% = meeting/trial has taken place, proposal sent, positive response, very high chance of conversion 
  • Green 90% = agreement in principle, contract not signed 
  • Sky 100% = contract signed, start date agreed 

• S&N Sales Meetings 

• • Follow Master Agenda to efficiently report/plan weekly sales activity 

• S&N Campaigns 

• • Use appropriate campaigns labelled for different stages of the year (monthly)
  • 2023 will see a new campaign deck, consolidating all for optimum marketing of our service-line stack 

Materials and Assets:

S4K Network Partner Resources > Schools and Nurseries FKB Resources

REF; School & Nursery Administration & Operations V3.0

REF; School & Nursery Marketing & Sales System V3.0

REF; Campaign Implementation & Treatment Plan for Schools & Nurseries 

REF; S&N Sales Workbook

REF; S&N Sales A5 Brochure

REF; S4K Business Cards

REF; S&N Sales Meeting Master Agenda