A Sales Kit for a Girl Scout

The Girl Scouts have been around for a hundred year, and they’ve been selling cookies for much of that time. Consistently and successfully. While data from the earliest of cookie sales isn’t around, we do know that since 1999, cookie sales have hovered around $700 million. Not too shabby for a longtime door-to-door operation. What many people don’t realize is that the cookie operation is fairly sophisticated, and every Girl Scout has a sales kit that could double as an arsenal. Minnesota organization Sunrise Packaging doesn’t deal in cookies, foods or this kind of box, but we have to give it up to this organization for a job well marketed.

sales kit

Tween Cookie Queens & Their Go-To Sales Kit Pitch

Any reservations you might have about taking sales advice from little girls should dissipate in the knowledge that these girls sell between 1500-3600 boxes every year. Find what tools they carry in their sales kit that you can apply to your own design:

It can pay to be a little daring

A New York Girl Scout uses an upselling tactic that appeals to easing the transaction for clients–in this case, when it comes to math. One box of cookies is $4, and the client wants to buy two…but they only have a $20 bill. The savvy Scout makes it easier to suggest buying 5 boxes. Fewer bills, more cookies (that are freeze-able, gift-able, etc), it’s a win-win situation. Find those opportunities within your own business to integrate into a sales kit.

Balance modernity with tradition

A Connecticut Girl Scout finds modern ways to connect with customers from beyond her door-to-door sales. She created a parody of Adele’s ‘Hello’, replacing the lyrics to reference cookie selling…and driving traffic to her own cookie-selling website. It’s the goal of any marketing tactic, but it plays on the current societal state of mind (i.e. Adele as one of the most popular artists out there) while driving traffic. It’s a testament to being current and having a grasp on the public consciousness, particularly what will resonate.

Know your product…and be honest

This has been one of the most popular posts in social media for a while, so you might already know about the New Jersey Girl Scout whose brutally honest reviews of cookies was shared by Mike Rowe. It might seem counter-intuitive to marketers, but it’s a smart tactic to acknowledge the flaws in a product. It shows awareness and, hopefully, intent to fix those flaws.

Building a Sales Kit With Intention

The goal of a sales kit is, naturally, to generate sales. What these Girl Scouts can teach us, when it comes to generating sales, is that having a little more intention, like fundraising, can add to the overall goodwill. It also helps that this is one of the most recognizable brands out there. Iconic packaging design that meets customer expectations is another part of the successful Girl Scout brand recipe. It’s an organization that has been around for a long time, and with this level of savvy sales ingenuity, could move into the future with ease. Although, we might recommend a more rigid custom box to stop those annoying broken cookies in the future!

Sales Kits To Attract & Retain Business

Swiping and scrolling on our mobile phones are the major methods in which we consume content these days. Whether your on Reddit or Tinder, it takes something pretty interesting to make you stop and look at it further. This is exactly what your sales kits needs to do. 

Ask yourself: Would my sales kit give a customer pause in the middle of all the other things demanding their attention?

If the answer is no, read on. Well, read on even if the answer is yes, because there's always room to level up, right?

Sales kits, or marketing kits, showcase your organization's products in a manner that makes them irresistible...or at least worth a more in-depth glance.  It needs to tell the customer that you are an ideal fit for whatever initiative they're targeting. It should attract new customers, educate existing ones, form new partnerships, and share information with media prospects. It's a tall order, we know, but it's very doable. 

Brainstorming Ideas for Upgrading Sales Kits

SmallBizTrends has some ideas for how to re imagine your sales kits in lean, mean, lead-generating-and-retaining machines. When you're ready to start designing custom packaging, Minnesota-based Sunrise Packaging is here to help. We know that even the most beautiful, most user-friendly packaging can't fix a sales kit that doesn't tell the recipient what they need to know or do, so take some time to answer the following questions to frame your sales kit revamp:

 

Sales kits

Who is your target audience?

Creating audience profiles is a great way to drill down on the "who" of who your customers are. Veer away from lumping them together by industry; it's usually way too broad. Think of them in terms of people, and by their roles. A CFO will probably respond to different messaging than an engineer. How can you address both, or what levels of differentiation can you include?

What issue or problem is your product or service addressing?

Start by recording the top frustrations of customers in the industry. Then figure out how your product solves those frustrations. Not sure what frustrates customers? Ask them!

What kinds of messages or statements speak to your audience?

Keep content focused on your customer by speaking to them. Write using 'you' in positive phrases building on the prior task of answering problems. Try to keep the message simple and action-based, but still focused on the benefits of what you offer. 

Go Beyond the Sales Kits Basics

This should give you a good frame of reference to start revising the standard sales kit materials (flyers, brochures, samples, etc). But what will really take your marketing kits to the next level? Consider leveling up to some interesting box features, like magnetic closure or a hinged lid, that guarantee your sales kit will make an impact. Create a unique first impression with custom finishing options debossing or embossing.  Take the step that will make your clients stop swiping or scrolling, sit up and pay attention. 

Sales kits

How Sales Kits Score Home Runs

The 2016 baseball World Series will see one team put an end to a longstanding drought. As the Cleveland Indians face the Chicago Cubs, their histories are almost overshadowing the series itself.  It’s been over 50 years since the Indians won the World Series, and over 100 years since the Cubs won (yup, the World Series has been a thing for a while). There are a lot of elements that need to come together for a baseball team to make it to the top of the pile. But it all starts with fundamentals. A good pitching staff, a solid batting lineup that delivers, minimal fielding errors, all things that are possible at any level of the game. That’s what makes them fundamentals. The same principles apply to putting together sales kits.

Sales kits, as Bark Creative puts it, are the “pinch hitter” for marketing any business. They should be malleable to be used by sales teams in different settings and environments, appropriate and attractive for consumers. When you need to get the attention of a potential customer, call in the sales kit. Here’s what you need to have.

Sales kits can be in cigar box formKey Elements of Winning Sales Kits

  • Letter of Recognition
    Just like you would write a cover letter to go with your resume, include a customized letter in your sales kit for the recipient. Let them know how/where you met, any relevant details, but most importantly, how you can help them.
  • Case Studies
    It’s surprising how many businesses tend to spend time and money crafting copy, but don’t utilize one of the most powerful marketing tools: case studies. Basically, review your portfolio of customers and select a few that exemplify your business model. Chronicle your work with them, and turn it into a narrative that exemplifies your work style, mission, values, and most importantly, how you build relationships with clients and customers.
  • Products & Services
    Now that you’ve shown them what you do, tell them what you told them. Redundant? Not to retain information.  Include a list of services or products in your sales kits so it’s clear to your prospective customers what’s offered.
  • Ending Call To Action
    This is how to ensure that your pinch hitter (AKA sales kit) hits a home run.  Lay out the next steps for the recipient. Is it a phone call, an email, a form completion? Don’t make it hard for your customers to give you money.

And how do you tie all these elements together? Presentation packaging.

Presentation packaging is the key to making your sales kit memorable. Think of the purpose of uniforms for baseball teams. They tie the players to each other, but are still personalized with numbers and names. Uniforms are branded proudly, and designed to be functional and resilient. Most importantly? They sell the team as a whole. Presentation packaging should do the same for your sales kits.

Contact Sunrise today to explore the options in custom boxes for custom sales kits.

Cue Magnetic Closure

The best products are the ones that solve problems. Innovation can come in any size or material, and we love learning about new products and figuring out how we can help build a brand.  We can design a package  or companion piece that is evocative of the product it's designed to compliment.Whether it's magnetic closure, a colorful insert, or a special treatment for edges, Sunrise Packaging can help bring out the best in your product. 

Magnetic Closure & CueMate

This recent creation for CueMate gave us the chance to create a custom sample kit for a product launch. CueMate is a mobile cue holder; instead of placing a pool cue in a rack or a stationary holder, this allows players to set their cue down and move it with them. Quality cues need to be stored upright. Even leaning them momentarily against a table or a wall can result in gradual warping and damage to the cue.

This is where CueMate comes in.  It's a product devoted to maintaining an investment. Consumers can buy cue holders that match their flooring, pool table or decor. They're made to fit into the lives of the people they serve. 

So how do we convey this in a sample kit?

Magnetic closure for cue mate
Magnetic closure for cue mate

We pride ourselves on creating the perfect companion piece to any product. For something like CueMate, where the focus is on a well-designed solution to a problem, we want to imitate that. For their sample kit, we incorporated a clean design that includes all the elements necessary to draw someone in. The brown shading on the pad references the various wood options without being overt, and the faded words add a subtle design without being distracting. 

Flipping open the pad takes a little more effort that it appears at first. The unexpected weight of the magnet closure adds luxury as well as added security (these samples won't fall out accidentally). Aiding that is the die-cut insert, precision-designed to ensure a place for every sample and a sample for every place. The folder design gives CueMate space to elaborate on their product while still giving the majority of focus to the samples.  Magnetic closure is a great way to secure products while adding a touch of class to any product. We've said it before, but it's still true: magnets make everything better. 

Custom pads aren't the only thing we enjoy designing at Sunrise.  Every project is unique and as such, demands our personalized attention. Whether you're planning a Kickstarter for your product or a rebranding, contact us today to create something that makes your product even better. 

Build a Better Sales Kit

Your sales kit should be generating more sales for your organization.

It sounds like common sense, doesn’t it? Unfortunately, as the saying goes, common sense isn’t all that common. Too often, a sales kit becomes flooded with materials that aren’t doing the job.  As organizations try to save money in marketing by making materials more general, sometimes they can lose relevance as well.

A sales kit should…

  • Tell customers who your company is
    How do you introduce yourself to someone you want to impress? Apply those same principles to your organization’s introduction. Take the time to write a customized letter to the recipient. Write it like you would write a cover letter for a job application (for more information on the how and why of doing this, see Business Know How).If you don’t have the time or resources to do that, create different versions of a document.  Take something versatile, like company brochures, and provide targeted information for different industries.  Incorporate branding through letterhead or by purchasing custom packaging for these materials.
  • Tell customers what you docustom presentation kits, thermoformed trays, sales kit
    What documents best convey not only your company’s successes and business, but also give a sense for *how* you do it? Give potential new clients an idea for what they can expect from you. Chances are they can find similar services and/or products elsewhere. But if they’re looking for premier customer service or another aspect which your organization can provide, highlight that in your sales kit.An ideal way to convey this is through a custom turned edge binder or a catalog binder. Using higher quality materials increases the chances of the recipient keeping and examining the materials.  People are less likely to throw something away if they think it’s expensive.
  • Show customers why they should care
    This is the hook for customers. Presentation packaging for your sales kit can make the positive first impression you need to secure the sale. It can also leave a lasting impression as the client returns to the materials inside. It also helps convey a sense of the way in which you do business, as well as your company’s aesthetic and reinforce branding.Custom sales kit packaging can take various shapes and forms, but there are many ways to show your values. Committed to sustainability? Use recycled materials. Looking to make an impression from the first touch? Ask about our finishing options or enhanced options like magnetic closures.

Additional content ideas for sales kits

sales kit, custom pad packaging, branding, luxury packaging, high quality packaging

Sales sheets, catalogs, and brochures are all expected items in a sales kit. Consider incorporating more traditionally-oriented marketing collateral. Bark Creative has a great list of suggestions which includes things like:

  • Recent press releases on your company
  • News stories about recent awards or industry honors/mentions for your company
  • Client testimonials

All of the above can add a kind of narrative to your sales kit.  Adding presentation packaging that reflects branding and core values leaves a positive impression. If you are concerned about space or overwhelming the recipient, there’s always the option to save these types of content on a USB drive. The main advantages?  Even more customization by using press releases or testimonials from clients in similar industries. And it will be easier to update on the fly!

What’s the most effective part of your sales kit?