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Sell Like A Girl Here are some points I’ve garnered while helping my daughter, Rebecca, age 11, and Troop 3129, make their sales numbers. These pointers are hard-earned, field-tested, and as applicable to you and your business as they are to Rebecca and hers.

1. It’s who you know. It’s true: the cookie business is a relationship business. Our next-door neighbor bought 9 boxes – Bam! Neighbors on the other side, 2 boxes, then 3, then more. Why? Because Rebecca had something to sell. What’s your personal brand doing these days? If you switched products, services, or companies, would people buy from you JUST BECAUSE IT’S YOU?

2. It’s not about the product. It’s time to get the lawyers upset. Ready? Girl Scout Cookies, for the most part, taste terrible [Thin Mints are the one exception, in my humble opinion]. And they have enough fat, calories, and cholesterol in them to power a small Japanese alternative fuel vehicle. Yet Girl Scout Cookies sell like crazy, year after year, donating millions to the bottom line of Girl Scouts of the USA.
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3. It’s not about price. Girl Scout Cookies cost $3.50 a box. The smallest box, by weight, is 7 oz. and the largest is 10 oz. Most retail cookies weigh in at 12 oz. and cost about $2.49. Girl Scout Cookies even give premium brands, such as Pepperidge Farm, a run for their money when it comes to high cost. Did I mention one of our neighbors bought 9 boxes?

4. It’s not about need. Face it, nobody NEEDS Girl Scout Cookies. In fact, the number one objection we heard was "I already have some Girl Scout Cookies at home – more than I need!" So, why did they buy? Because they had a relationship with their salesperson that was more important than their need, desire, or use for the actual product.

5. It’s not about competition; it’s all about contacts and referrals. So who is selling to all those customers who “have Girl Scout Cookies at home – more than they need?” Naturally, it’s their Girl Scout. What are the chances of Rebecca selling to those families? Less than zero. Is Rebecca going to bang her head against the wall bemoaning those lost sales? Of course not. She’s going to tap into her network of networks – neighbors, friends, cousins, teammates. Do you know how to fill your pipeline when things seem dry? Do you know how to move your prospects along to becoming friends, customers, satisfied customers, and then customers-for-life – not of the product or service you’re selling today, but of YOU and the value you bring?

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