School & Library - Getting Appointments

NOTE: You must be an "Educational Consultant" to service public and private K-12 schools and libraries. This includes Book Fairs, RFTS, sales to teachers using school funds, booth events on the school or library grounds, teachers lounge setups, and such. Please refer to the EC manual (in the EC kit) for details. You may order the EC kit through OrderPro or the Business Supply Store on the consultant site.

Contacting the library

Once you've gotten your EC kit and become certified as an Educational Consultant, check online on the Consultant site (Links, Related Sites, Educational Services, School & Lib. Listings) to see if the library or school is listed. If it is not, call the school librarian or call the public library and ask "who purchases for the children's department?" Take notes! You may have a contact or referral, which helps.

List the schools and libraries within a 150 mile radius that you are servicing. This can be done online through the Educational Services link as well (School & Lib. List Form).
Easy Script - What to say
You could say something like: “Hello, I’m_______, with Usborne and Kane Miller books. Are you familiar with Usborne or Kane Miller?” (Whether she says “yes” or “no” is fine.) “Oh, they’re wonderful! If you’re not already working with someone with our company, I’d like to schedule a 15-20 minute appointment to show you some of our titles I think you’ll like. Do you have a time this Thursday morning that would work well?” Or you could ask "Is there a day of the week that is generally better for you than others?" if you are more flexible with your time. Decide on a specific time so you both can write it in your calendars. Keep working with days & times until it is scheduled. You can ask if there are any areas or subjects (animals, medieval, science, board books, ...?) they need so you can bring those or others in the series.

If they say they don’t have money available right now,
ask when you should call back.
Write this in your calendar & remember to call then.

Did they bring up 'jobbers' or another source?

If they say they get their Usborne Books through Baker & Taylor (or another jobber), say,

“Great, I'm glad you had a source. Actually, our library bound Usborne and Kane Miller books are no longer sold through jobbers. That is why I am calling you today. I am glad to work with you directly to get the newest titles in our top quality publisher's library binding. Is there a time I can bring some by for you to see?”

How I Can Help You can have this flyer in front of you as you talk. It may help you know things to say & how to respond as she talks with you:

If they simply won’t see you, that’s OK, just call the next one on your list. Speak slowly enough and confidently, while respecting their time by avoiding rambling. Sometimes it takes a little persistence to get the appointments, but may well be worth it for both of you! Give them a call back in a few months, when you have new titles or a new season catalog or when they get new funds.

You are building a relationship with the librarians; they have to learn to trust you and that you will take good care of them since THEIR name is on the orders. They may be judged by how well they order, so expect to have to earn their trust by keeping in touch with them and giving them calls every few months.