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OBJECTIONS
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REBUTTALS PRIORITIZED
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| Only Want to Get New Uniform Design every 2 or 3 years. |
- Marketing your program - kids now wear their uniform shorts or shirt 3 days a week to school, birthdays, etc.. instead of one and at friends' birthday parties.
- Telling a specific story of how more kids wearing the uniform led to higher growth (Palms Lacrosse Club Example)
- Telling our Founder's "Uniform shorts story" of wanting to play lacrosse.. friend wore sweet shorts, wanted the shorts, he said needed to play lax... ended up playing lax!
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Local Vendor Relationship
*If the local vendor is super strong, make a task to follow up every couple of months until that local vendor sells or screws up…
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- Better for the program (more $ back): 10% back and savings of not paying for the uniforms to scholarship the kids who actually need it!
- What does it look like when they have a stock out or order issue?
- Inferior Decoration or Overseas Production: Take out the middleman, Kids are still going to buy cleats/etc..
- One-off fulfillment
- Build a personal relationship
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National Vendor Relationship
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- Increased Profit for Program: Use the 10% back and savings of not paying for the uniforms to scholarship the kids who actually need it!
- What does it look like when they have a stock out or order issue?
- One of a hundred thousand… not just a number at Signature
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In a current contract
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- first, use it as an opportunity to find out what they don't like about the competitor (the prospect should be very open and honest, as they feel protected from our sales pitch by being in a "contract")
- then pitch SPP and get them to agree that our program is better
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then explain to them that they are not actually in a "contract" with our competitor- they are merely in an "unenforcible agreement", and they can switch to SPP with no penalties
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Pricing is to high
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- Premium On Demand Service, Parents don’t mind paying!
- Better for program (more $ back): 10% back and savings of not paying for the uniforms to scholarship the kids who actually need it!
- Price match
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The timeline is to short.
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- Convert to Bulk Rush Order for this season & convert to SPP next. Position it as a “favor” that we usually reserve for National Accounts or College Programs!
- If needed, seek CEO approval to reduce the Rush Fee to win the business to start the relationship with the Prospect.
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Ghosted
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- Funny/Engaging: Send a pic of you in a helmet behind a computer with the message “No player wants to go 0-3 to start the season.”...
- Last Ditch Effort: “Have you given up on me?”
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Product Not Available
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- Cross-selling - Similar products/pieces
- Off-menu product availability
- Have them become a key product development account and build the product with us. Must commit to a +$10K order of newly developed product. Must get CEO approval.
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Internal Design Turnaround Time
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- Full in-house design team (if on time)
- Urgency: Backed up because of instance demand, limited spots available this month, if you want, need to sign now! (if backed up)
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New Uniform Designs Every 2-3 Yrs
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- Grow Program: Marketing Advantage to Grow Program, a bunch of walking billboards.
- Better for the program (more $ back): 10% back and savings of not paying for the uniforms to scholarship the kids who actually need it!
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Board Meeting
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- Qualify: Are they the decision maker? Prioritized Decision Maker List: President, Vice President, Secretary, Treasurer, Equipment Manager, Boy's Director, Girl's Director
- Build Trust: Are they just saying this not to make a decision? If so, they do not trust you enough, and they deflect. Loopback and build trust by sharing your WHY and aligning with them.
- Get into the Board Meeting. Tell them they have enough work to do and you can jump in to the meeting pitch for 10 minutes and answer any questions!
- Identify & Get in touch with the people who are going to be the “loudest” in the conversation around this decision.
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