Podcast Episode 11: Five Lessons I’ve Learned From Girl Scout Cookie Sales

Hello! I’m Christine Mills and welcome to the 11th Veranda Financing Podcast. A workshop style podcast that provides entrepreneurs and entrepreneur hopefuls with information to help their businesses grow to their maximum level.

My neighborhood bulletin board read like this:

My daughter is one of your local girl scouts. The cookie sale is coming to an end for 2018. We have the following boxes of cookies available and we deliver!

Thin Mints - $4.00 per box
Samoas - $4.00 per box
Tagalongs - $4.00 per box
S’mores - $5.00 per box

Don’t forget you can freeze the cookies as well!

If you are not a cookie fan but would still like to support, your local Girl Scout you can purchase a box and it will be donated to our military troops.

We will take orders and deliver to you up until February 13th.

I’m sure many of you have seen those advertisements for Girl Scout cookies, but when I read this one yesterday, it forced me to pause.

Below I’ve included (5) Business Lesson I’ve Learned From Girl Scout Cookie Sales:

Scarcity

Scarcity is one of the most valuable economic concepts that works every time. Starbucks uses it when they offer Peppermint Mocha Lattes during the holidays. Television adds use it when they are selling a product and slap on, for a limited time offer. Girl Scouts of America uses it when they sale Girl Scout cookies once a year. Scarcity builds the anticipation. Scarcity prompts you to purchase more to hold you over until the product are available again. Scarcity also increases the value of the product.

A Good Cause

Not only most of us wouldn’t think twice about supporting a young girl outside of our local grocery store, but you can also donate to our troops. Images of a smiling American soldier, in a dusty dessert comes to mind, as they receive their favorite Girl Scout cookies, which will no doubt recall happy memories. TOMS shoes is fantastic at this business model, as many customers feel good about knowing that their shoes would allow children in need to have shoes. Think about ways you can do social good with whatever product/ service you sell. By the way, you’ll feel better it’s the responsible action to take.

Quality, Consistent Product

I love Girl Scout cookies and what amazes me about the products is that everyone has a favorite. I understand that not all of the ingredients in Girl Scout cookies are exactly healthy but they are consistent. When you tear open a package of Thin Mints, the tastes the same as they did last year and I daresay, 10 years ago. Consistency is key. If we’re not consistent our customers will not only be confused but also will not trust us. They will stop searching for your weekly podcast if you are not consistently providing content. They won’t want to purchase your burgers if one day they are dry and the next time they are juicy. Master the consistency of your product and customers will come.

Make It Easy for People To Do Business With You

In Martha Stewart’s book, The Martha Rules: 10 Essentials for Achieving Success As You Start, Build Or Manage a Business, she wrote a statement which I always refer to in my entrepreneurial journey. I know I’m paraphrasing but she said, “Don’t Make it Hard For People to Do Business With You.

When I read the community advertisement and this mother offered home delivery of the $4 cookies, I couldn’t help but think about that quote from Martha Stewart. Making it easy for people to do business with you may look different for your business, but the underlying sentiment is the same. In your Webinar business, it may mean to be responsive to questions from potential customers. For your restaurant, it may mean turning out your meals in a timely manner. For your clothing business, it may mean offering clothing clothing sizes for people outside of the mainstream standard of beauty. As entrepreneurs we always have to be on the lookout for individuals who want to do business with you but are having a hard time doing business with is to objectively scrutinize the reasons and fix it.

Don’t Take No For An Answer

Let’s face it. A lot of us could do without consuming a pack of cookies. In 2017, 21.4% of us had losing weight and healthier eating as New Year’s Resolution. So, in january/February some of us are really trying to not bring boxes of sugary snacks into our homes. That would mean a percentage of customers would say no to a Girl Scout out of fear of falling off their Weight Loss/Healthier eating goal.

What would the savvy inner Girl Scout business girl do?

“You can donate your purchase to a military troop.”

Someone says no, you give them another option that goes directly aginst their reasoning for saying no. Genius!

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