Every fall, it seems that droves of youngsters are sent out on the street to peddle chocolate bars, magazines or coffee subscriptions to raise money for their schools.

Kids usually despise having to sell piddlyjunk* but as a parent or business owner, you can quickly and easily turn those anxiety-filled sales experiences into valuable entrepreneur lessons. See how I transformed a petrified 11-year old into a smiling revenue-producing chocolate-peddling young entrepreneur.

Setting the Scene

Yesterday, when I stopped at the bank, I spied a typical fund-raising scene…little table, big box of chocolate bars, mother giving moral support and the daughter (aka sales person) behind the table wishing they were anywhere else but there.

As I walked out of the bank, I realized I could help. I stopped and, while mom watched on, provided unsolicited, yet welcomed, coaching to a sweet, blonde-haired, blue-eyed eleven-year old girl named Sydney. She was from a local school and was raising money by selling big chocolate bars to unsuspecting adults who hate saying no to children but don’t really WANT to buy a candy bar.

I looked at her as if to say, “So, are you going to ask me or what?” I finally said it out loud which I think shocked her a bit! I asked her what she was raising money for and she mumbled THREE TIMES the name of her school. Her mother finally had to clarify.

I sighed, “Oh, my dear…you’re never going to sell much this way. Would you mind if I butt in and show you a few things about selling stuff?” I have always found it helpful to admit you’re butting in.

She shrugged her shoulders as if to say, ‘I’m really shy and don’t know what to say’ so I started in on a bit of subtle sales coaching.

After introducing myself to her, and learning that her name was Sydney and where she went to school, the first thing I shared with her was the importance of  enrolling her prospects in what she was doing. I suggested she ask each person a question to gauge their interest. She WAS asking, “Would you like to buy some chocolate?” Yuk.

We settled on, “Do you like to do things that help kids?” Not many adults can say no to that!

Then, if they said, “Yes,” she’d say something like, “Great. I’m raising money so the kids in our school can still experience music and art every week.” Again, not many adults disagree that these skills often give kids an edge in life.

Sydney smiled and I could tell she was eating it up. I asked if I could coach her a little more? She happily agreed this time.

The First Impression Lesson

She was standing very shy-like up until now…her hands behind her back, head down, shoulders slumped…a very protected, scared sort of stance. I told that people make an instant judgment about whether they want to talk to her by the way she was holding her body.

I suggested that she put her hands at her sides, plant her feet shoulder-width apart, pull up her head and chest and OWN that little money making stand! She loved it. She stood right up there and took command as soon as I instructed her how.

I then told her I was going to go to my car and we were going to role-play the whole scenario. She was eager. She asked me if I liked to help kids. I said, ‘Yes.” She told me what she was raising money for. I asked, “So what are my options?” I choose the chocolate bar with almonds and I gave her a five dollar bill.

The Counting Money Back Lesson

This is the where the next lesson happened. She hadn’t a clue how to count the three dollars in change back to me. Her mother helped from the other side of her little stand and we taught that little girl how to count the money back…even to the point of making sure the faces on the money were all pointed in the same direction. She glowed.

Upselling 101

Then came the final lesson. I said, “OK, now I’m going to show you how to do your best to sell TWO bars to each person. Want to learn how?” Her eyes and head nodded YES quicker than a shooting star.

I instructed, “What you do is this…when someone hands you their change AND they’ve given you enough for TWO bars, ask this question: “Who else do you know that would love a yummy bar of chocolate?” She just smiled at this little tip. I could see her brain starting to really get it.

Networking Opportunity Lesson (for YOU)

I then introduced myself to her mom, told them about my upcoming Camp Millionaire event for kids, gave them a card and asked them to visit our website so they could sign up.

I proceeded to get into my car and move on with my day, knowing full well that the ten minutes I had just spent with that young lady, and her mother, would have a profound effect on the rest of their lives.

If it’s one thing I know it that you can’t simply tell children (or their parents) how to do things. You have to catch them at a time that I call teachable moments…a time when they’re motivated and open to learning and growing. This little girl, and her mother, were both in that space.

Sydney had just learned how easy it could be to raise money for her school…something very important to her. Just imagine how much easier it will be if she ever needs to raise money for a gadget that could change the planet for the better.

Coaching Opportunities are Everywhere

Next time your children are asked to sell stuff to raise money for their school or some other project, use this opportunity to empower them with sales skills, communication skills, and financial skills and watch their self-esteem grow by leaps and bounds.

Word of caution for parents: PLEASE DON’T DO THEIR JOB. I see adults trying to ‘help’ their children all of the time by doing most of the work for them, and it’s not just homework. Well-meaning parents ‘help’ with projects, chores, and other responsibilities that the child is supposed to do. Kids don’t learn anything if you do it for them. Refrain from helping and instead, teach them each step of the way. Better yet, on the side, ask a friend who you know has the skills you want your child to learn, to just happen on by and give coaching as I did.

It may just be the most valuable lessons your children take with them through life.

p.s. What did I do with the candy bar? Well…I was on my way to have a birthday dinner with a girlfriend at a local steak house and I gave it to the waitress to share it with the staff. I knew my girlfriend didn’t want to be tempted by it either!

*Piddlyjunk: stuff that goes down in value, or has no value, once you buy it.