PART 1: LAWS OF THE HARVEST
Superstar Deliveries
Click Here ➡️ How Deliveries can Impact Your Summer
Being “Checked In” vs. “Checked Out”
Let’s Begin
Deliveries can be the greatest time of the summer. If you plan your deliveries properly, you can have fun selling and re‑selling products to your customers, and people you missed earlier from the summer.
Prepare yourself emotionally for having a great delivery by determining and accepting your situation as it is. Then get your attitude right for improving that situation right now!
We promised you would learn a tremendous amount about human nature and about selling this summer. Now is the time to apply those principles and test your ability to control your emotions and deal with people.
Delivery time is harvest time for a summer of hard work. Each day represents one or two weeks of selling. Being mentally and emotionally prepared for delivering is crucial.
During deliveries, you’ll meet three types of customers:
Click on each for 🎥
So, sell them on wanting to take the products and doing the right thing. Always be humble, calm and polite. But, be pleasantly persistent.
The Laws of the Harvest
How to Deliver To each Client
1.“Ethel Enthusiastic” 👩🦰
Click ☝️ for step-by-step instruction.
Assume Everyone is an “Ethel” until proven otherwise.
INSERT LEAD TACKON VIDEO - Updated by Ryan Davis
Step-by-Step: How to give a Great Demo! 📋
Bring the Enthusiasm
Get Everyone Involved
Unveil the Products with Excitement
Teach them How to Use their Products
Emphasize Tips on How to Use Their Products
Important Note:
You may feel like you don’t want to do ALL these steps EVERY TIME you deliver. Know that these steps work! You may feel behind, you may feel like it’s not “working”, and you may feel like you’re running out of books. Know that you DO have time to give a GREAT delivery to each family you’ve served this summer.
2. “Carol Caught-short” 💰
Click ☝️ for step-by-step instruction.
3. “Betty Back-out”😵💫
CREW Method Video 🎬
Answers to Objections in Deliveries 📋 - change to a google doc so they can access later
Important Note:
Try QUICKLY to go through the steps and work out a way. If there’s no progress made in 15 minutes, move on and leave the family in a good place for the next person that knocks on their door in a couple years.
What To Do When They’re Not Home 🏠
If someone is NOT HOME when you try to deliver, try to catch them again later in the day and leave a note or a text and you can leave your business card.
General Process
First Round of Deliveries
Second Round of Deliveries
Conduct a second round of deliveries in the evening. If you’ve told them you’d be back make sure you make it. You want to keep your word!Next Day Follow-Up / Clean Up Day
For customers who were not home and haven’t called you back, schedule them for your clean up day or swing by again when you’re near their street and leave a second note or send a follow-up text. Schedule these visits for early morning, late night.Final Steps for Paid and Unpaid Deliveries:
If the customer is still not home and has paid in full, leave the books and send a text asking them to call you for instructions on how to use the resources.Direct them to the SouthwesternAdv YouTube channel for a helpful video on the Learning System.
For customers with an outstanding balance who you still can’t reach, leave a message stating that you’re heading to Nashville, but they can call you or customer service to pay the remaining balance due and have their products shipped out. Set reminders in your calendar to check in with those customers every few weeks throughout the fall. If you still have outstanding customers in October and they have paid $50 or more, log into your ROS and ship them product(s) equal to what they’ve paid or issue them a refund. Note this by using the “email customer service” button at the top of your ROS so that the SWA team is aware of the situation and that you’re shipping products equal to what they paid or issuing a refund to them.
Important Reminder:
Please leave product equal to what a customer has paid. If you’ve exhausted your options and for whatever reason you’re not scheduling a payment and planning to drop ship, then leave product equal to what they’re paid. It’s the right thing to do and you’re providing a service.
⌚Schedule
Suggested Daily Schedule:
6:59 AM Pop out of bed, cold shower, breakfast, stat call
7:59–1:00 PM Deliver and sell - get through everyone
1:00–2:00 PM Optional: cash checks as needed or keep delivering and selling
2:00–5:00 PM Sell to referrals and/or new customers
5:00–9:00 PM Second round
9:00–9:30 PM Reload Car
9:30 PM Drive home; Eat & Pack Lunch —Record Keeping
Great self talk will be your best friend :)
Delivery Schedule & Selling Strategy
Complete your first round of delivery calls each day by approximately 1:00 PM. Afterward, stop by the bank to cash any checks and deposit funds into your account.
As you make deliveries throughout the morning, continue selling when opportunities arise. Review your SalesRabbit leads and identify strong prospects to revisit.
From 2:00–5:00 PM each afternoon, focus on selling. Many of your best opportunities will come from people you were unable to meet the first time, as well as referrals from satisfied customers. By consistently following up with these prime prospects, you should be able to generate several sales each day—more than enough to help cover your delivery expenses.
Daily Checklist - need updated
Handling Your Money 💰
Click here ☝️ for how to handle your money during deliveries, payments that don’t go through, alerts on your account, and scheduling payments.
New Customers Every Day! ✅
This is your BEST TIME to help new families!
Referrals! ALL WEEK LONG!
People Who Almost Bought or Said to Drop By at the End of the Summer:
Check your sales rabbit for customers who almost bought. You’ll have a lot of momentum with your PR and all the photos during deliveries! People say no before they say yes! They’ll want to get in on the action.
People you Missed:
Find people on your gravy list you missed when you came by earlier. Use lots of names and testimonials. Cash these products out or let them order their books for delivery that Friday or Saturday. After they’ve agreed to order, go ahead and let them write a check for you to hold until Friday and then leave their products.
Earlier Cash-outs:
Drop by earlier cash-outs and say,
“Hi there, Ashley, remember me? I’m delivering books today to the rest of the families who ordered. How have you been? I wanted to pop back by and let you see something I forgot to show you—may I come in?”
Help her find additional value through gifts, collection completions, discounted replacement books, or programs such as LEAD and Global Academy.
*If someone has paid money ($50 or more) and doesn’t have product, we have dealers ship them product(s) equal to what they paid OR issue a refund in the fall.*
Inventory
📚 = 💰
Keep car & storage unit locked at ALL TIMES
Take inventory tonight = clean starting point
Make sure the # you have on hand = the number on Advantage4Dealers --> Manage Account --> Book Summary
Keep all books separate from roommates
Do an inventory count every night
If customer cannot pay for the whole order, leave with them product equal to what they paid.
Keep track of titles you may need 2 days in advance. Be flexible.
Someone may need your help and get a transfer from you and visa versa.
To complete a Transfer - both dealers must be present. Fill out the appropriate transfer form on Advantage4Dealers; count books not cartons.
Deliver any opened product to next family ⭐
Keep your storage unit “maintained” see picture below 🙂
Returning books for credit
Best case: You take all books in your car to Nashville.
If there are too many to fit in your car, you’ll need to make plans to get them back to Nashville. Make sure your name and account number are on each carton. Ship the books back following the instructions in your Selling 101, pack your books yourself to avoid damages. Only ship FULL cartons - don’t mix titles. DO NOT return books for someone else. This gets messy very fast.
Storing & Returning books - Info Here
US Book Return Instructions: - Info Here
US Book Return Notice Form: - Info Here
Safety 🚘
Your car will have an extra 700-1000 lbs which will cause it to handle MUCH differently than you’re used to. It will be HARDER to slow down, HARDER to stop, and HARDER to take turns. SLOW DOWN.
Do not stack books above your seat. We don’t want them flying into the front as you stop or slow down. Use caution!
Getting organized tonight
Post on Your Facebook Page 📱
Post to FB to Start Deliveries 🎥
Post to families & Add Photos or the Video Above!
‼️Watertown families, ‼️
I have loved meeting thousands of you, and being able to help over 250 of you with various educational resources. 😊
👉🏼CLIENTS: this week I will be delivering everyone’s products.
You should have received a text letting you know the day I will be coming to you.
Please shoot me a message if there’s a time range best to catch you on that day.
👉🏼If you haven’t seen what everyone’s been getting yet and want to, shoot me a private message.
What You’ll Need At Each House 🏠
Delivery Box - you should have your tablet, slicks, products ordered, and new products to tack on.
Info you Need to know:
Names and grades of children
What products were ordered
Total Price
Payments Made So Far
Balance Owed
Text them if you miss them!
If you print your Delivery Chart - Leave it in your car
You don’t want to lose/forget this in Mrs. Jones house.
You don’t want Mrs. Jones to see “Betty Backouts” or rescheduled deliveries.
Use Sales Rabbit to navigate your deliveries
looking ahead… 🏙️
Before you Leave for Nashville
Your Host Family
Take a picture with your Host Family! 📷
Make sure they are ALL paid. 🏡
Tell your host family thank you with a card, gift, or dinner. 💐 ✉️
Hire a cleaner for your host family! 🫧
Remit Online
See the “How to” - There will not be a place to remit a physical check at check in. Take the time to remit online so it hits your account.
Leave ~$200-300 in your bank account to cover any bounced checks/fees/travel expenses to Nashville for Check-In and back home.
THE NECESSITIES - QUICK LINKS 🔗
“Our attitude towards others determines their attitude towards us.”