4 Tips for Education Resource Providers to Make the Most of Selling in Summer
Too Much Money and Not Enough Time
While school may be out for the summer, this is certainly no time to rest for education product and service providers. With a “use it or lose it” budget model, June is when schools rush to use funds before they expire. But don’t be fooled – summer is still a perfect time to market and sell, as teachers and school leaders tend to have more time on their hands to research and pilot new resources.
On top of that, school districts across the country are facing an unprecedented problem – a historic influx of emergency federal funding and a fiscal cliff without guidance on how to avoid it. Now is the time to show educators how your offerings can support them in rebuilding post-pandemic.
So how can you make the most of June and summer? Follow the tips below to set yourself up for a successful sales-filled summer!
Making the Most of Summer Spending
Source: FutureEd 2022
Start now! Grab that contact list and capitalize on the June spending rush, otherwise known as “use it or lose it” season. If you miss the rush, not to worry. Summer is an ideal time to get educators’ undivided attention, as the school months are often too busy or tiring to focus on anything outside of day-to-day responsibilities. Don’t wait until fall – educators will quickly shift their focus to preparing for the new school year. Seize the summer moment!
Do your homework. Many districts indicated that they are unsure of state-level restrictions for spending or they don’t know how this funding meshes with other federal money like Title I funds. Get in front of this with careful research about the customers you serve or want to work with. Be a partner with them as they navigate ambiguity and provide concrete support so they can move forward with you confidently. Check out the below tools and resources to get your research started.
The Education Stabilization Fund Transparency Portal provides K-12 sellers essential data that can inform your sales strategy, indicating things like Rhode Island, Vermont, Wisconsin, Nevada and Wyoming still having over 25% of CARES Act funding available, which must be spent by September 30, 2022.
These interactive maps allow you to hover over states and view a blurb about each state’s spending plans, including future top priorities, tutoring initiatives, school climate, innovation, and data systems. Skim this resource to quickly identify regions where needs match your offerings.
Identify your impact. This Covid Relief Playbook clearly captures eighteen evidence-based practices that have proven track records for improving instruction, school climate, student attendance, or student achievement. Twenty percent of funding is required to be spent on evidence-based practices, per the American Rescue Plan, so be sure you can speak to how your products and services directly align to these high-impact strategies.
Play the long game. Districts are understandably wary of how to spend money now while keeping an eye on the 2024 fiscal cliff. Many worry that hasty spending decisions today will only lead to band-aid solutions, band-aids that will be ripped off all at once when 2024 ends. Consider how your product or service can fit into a district’s budget and vision in the long-term. How could schools or districts pay for your service post-2024 if using this emergency funding to pay for it now? How do you nurture sustainable customer relationships? This will not only support the schools you work with but will also support you in sustaining your business model in the future.
Not sure where to start? Ed2Market is your partner in developing and executing a successful marketing strategy. Our expertise is in marketing education products and services that impact teaching and learning. We can help you make the most of the summer spending rush and get you in front of educators who need your products and services now.