Education


Trusted relationships By keeping it simple in these two areas, resellers can meet the core needs of schools, academy trusts and colleges, and start to build trusted long-term relationships. Tere’s just one other thing you need to do and that’s to educate


yourself as much as possible about current trends and needs within schools. You don’t need to be an expert, but having a keen awareness of what’s happening in a customer’s field of activity is always advisable and schools oſten face different and distinct challenges to other types of customers. For a reseller business, the biggest step is making the first sale.


If you have no schools in your customer base right now, you may need to be a little more creative in order to win that first deal. A bit of local networking, and persistent and carefully-targeted marketing efforts will help.


Continuous activity Once you are over that hurdle, as long as you can continue to deliver good products and services, it should start to get easier, although you will still need to make sure they are aware of the latest attractive offers that you can provide for them. And as your reputation grows within one establishment, it is likely to spread to others.


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Schools are especially wary of taking risks, so they will tend to


stick to suppliers that are known and trusted, if not within their own walls, at other schools. Tis is why the local networking and marketing should never stop. It needs to be a continuous activity that keeps you visible with schools and other educational establishments in your area. Tat’s the other factor you need to keep in mind – there will always be competition and you’ll have to keep on earning the right to their business.


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