2. AS AN EDUCATIONAL CONSULTANT,
YOU HAVE A LOT TO OFFER EACH
LIBRARY!
Cards for a Cause Fundraiser:
Earn up to 40% by selling packages of embellished cards.
Literacy for a Lifetime:
EDC Educational Services offers a 50% matching grant program. There is a $200
minimum, with no shipping and no cap on the amount of books that can be
earned.
Reach for the Stars:
A pledge-based reading incentive program that encourages kids to read for 300
minutes in two weeks. Participants earn books or cash.
Book Fair:
Books are on hand and sold “cash and carry” style. Organization earns up to 50%
in free books or a combination of books and cash. Catalog only or eFair options
are also available.
3. IN ADDITION TO BENEFICIAL PROGRAMS, YOU CAN
OFFER EACH LIBRARY SUPERIOR PRODUCTS AND
SERVICE.
Many titles are available in library
bindings. This means the book will be
made with:
80 lb. acid-free sheets
Hinge reinforced with heavy weight cotton drill
cloth
Singer side sewn with heavy cotton thread
Cases made with Davey Binder board
Library corners used for durability
Each book body is glued tightly to the spine
4. WE’VE GOT MORE TO OFFER!
• Libraries can also request cataloging and full processing,
web download barcodes, spine labels, and other customized
cataloging items!
• Over 400 Usborne titles are matched with carefully selected
internet links.
• There is a 100% satisfaction guarantee for 30 days and a
lifetime 50% replacement offe
5. ASK THE RIGHT QUESTIONS
Asking questions allows you to:
1. Determine the specific needs of the library.
2. Find solutions to overcome objections.
3. Suggest programs, books, and resources that are tailored to each
library.
4. Keep your presentation short and to the point. Highlight the
quality of books and service.
6. SAMPLE QUESTIONS FOR LIBRARIANS:
Who makes the purchases in your library?
Do you have any grants to use?
Do you have fundraising needs?
Are you interested in hosting a book fair to earn free books for
your library?
Do you host a story time that could benefit from a pledge drive to
encourage reading?
What ages or topics are you looking for?
In what month do you typically order?
7. USE THE INFORMATION YOU
GATHERED
After asking questions, follow up by making suggestions.
Example:
Q: Do you host a story time that could benefit from a pledge drive
to encourage reading?
A: Yes, we host a story time for preschoolers each week.
Suggestion: You host a story time for preschoolers? That’s
great! Let me tell you about Reach for the Stars. It is a
pledge based program that will get kids reading and earn free
books for the library and/or participants. It’s a win-win!
8. OVERCOME OBJECTIONS
Additional questions may be needed to find
the root of a librarian’s concerns.
Listen to a sample conversation here:
Or read the conversation here.
9. EXAMPLE CONTINUED:
Q: Do you host a story time that could benefit from a pledge drive to encourage
reading?
A: Yes, we host a story time for preschoolers each week.
Suggestion: You host a story time for preschoolers? That’s great! Let me tell you
about Reach for the Stars (RFTS). It is a pledge based program that will get kids
reading and earn free books for the library and/or participants. It’s a win-win!
Librarian’s Response: That sounds like a great program, but I don’t think it will work
for us.
Consultant: What are your concerns?
Librarian: Our calendar is full right now, and I cannot handle any additional
commitments.
Consultant: That is understandable. The great part of RFTS is that there is minimal
time commitment from you. I will take care of the explanation, materials, and ordering.
(If the librarian is still hesitant, continue asking questions or suggest an alternative time
to hold the event. Get it on the calendar!)
10. KEEP IT SIMPLE
Use the information gained from your question and answer
session to keep your presentation focused on the programs
that will meet the library’s needs.
Give just enough information to help the librarian feel
comfortable committing to the program, but save the details
until the sale is closed.
Too much detailed information can make the program seem
overwhelming and can actually deter sales.
11. CLOSE THE SALE
Avoid vague closing statements like:
I hope to hear from you soon.
It was nice talking with you.
Please let me know when you are ready to order.
Instead, stick to strong statements that finalize the
sale:
Which dates would work to host the book fair?
Since you order books in January, I will call within the first week
to schedule a meeting.
You are interested in fundraising. Would you like to host a book
fair or use Cards for a Cause?
You have funds available through a grant. I can stretch your
money through our matching grant program. Let’s schedule a
day to choose your books.
12. TEST YOUR KNOWLEDGE
Review key concepts about each of the School
and Library programs as well as improved sales
techniques.
Take the quiz now:
START
13. SCHOOL AND LIBRARY #1
1. Which answer does NOT describe
Literacy for a Lifetime?
1. A matching grant program
2. $500 minimum
3. No cap on amount that can be
matched
14. CORRECT!
There is a $200 minimum required for using a matching grant.
See your Educational Consultant manual and resources for more
details.
Go to next question:
22. SCHOOL AND LIBRARY #4
1. Which statement does NOT describe
Reach for the Stars?
1. Participants collect pledges
2. Children must read at least 300 min.
in two weeks to earn prizes
3. Organizations can earn books only
25. SALES #1
1. What is the BEST way to determine the
needs of your librarian?
1. Research online
2. Ask the librarian questions directly
3. Ask other consultants
28. SALES #2
1. Select the closing statement that is most
likely to close the sale:
1. I look forward to working with you.
2. Please let me know if you have any
questions.
3. When would you like me to schedule the
book fair?
31. REMEMBER
1. Know your programs.
2. Contact the librarian directly and ask specific questions.
3. Make suggestions.
4. Overcome objections.
5. Close the sale with specific agreements such as setting a date,
scheduling a follow-up meeting, or placing an order.
Most importantly:
Show and share your enthusiasm for the programs and
for promoting literacy!
32. REFERENCES:
• EDC header and book images: edclibrarybooks.com
• Program information: consultants.myubam.com
• Sales techniques:
http://www.forbes.com/sites/kathycaprino/2013/05/03/10-
essential-selling-principles-most-salespeople-get-wrong/
• Next and Exit symbols: jp.fotofolia.com
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