Use bright colors to catch people’s eyes. A little music can keep things upbeat.
“You need to get people’s attention,” says Hayli Martenez, 13, an eighth grader who sells lemonade outside her home in Kankakee, Ill. Take advantage of the human eye’s attraction to bright colors. When Martenez started, at age 10, she had just two lemonade colors: pink and yellow. Now she sells nearly 50 flavors in dozens of hues, including one she calls Purple Monkey (lemonade plus grape-pineapple flavoring). “Be creative with your flavors and names,” she says.
Don’t assume early hardship means doom. The summer after she set up her Haylibug Lemonadez stand three years ago, local health officials shut her down. A Chicago television station covered the story. This July, Gov. J B Pritzker signed a bill known as “Hayli’s law,” which prohibits health departments from regulating the sale of lemonade by children under 16. After Martenez testified before lawmakers in Springfield, she served them her favorite blue-colored lemonade.
Customers might be looking for more than just a beverage. Adults want to see your youthful exuberance, your joy — it triggers their own summertime nostalgia. Wave and call out to passers-by. Martenez likes to play music, especially Megan Thee Stallion, to keep herself upbeat. “Music gets me in my zone,” she says. Extol your wares. Martenez is quick to list the health benefits of the local honey she uses. “It makes your skin glow,” she says.
Provide options with multiple serving sizes and price points. Martenez sells $1 cups, larger $2 cups and whole gallons for $15. Encourage your cup customers to take a sip before leaving. If they like it, try to upsell a gallon to them. Make sure you have plenty of supply on hand, especially on hot days. Prime lemonade time starts at lunch and goes until dinner. Martenez begins her day with a profit goal (usually $100) and stays out until she hits it. If possible, allow customers to pay with cash or with a payment app. Be prepared to answer questions about how you intend to spend your money. (Martenez’s lemonade take goes to expenses, savings for college and her Catholic-school tuition.)
Build a network of allies and supporters. Martenez recently joined the Greater Kankakee Black Chamber of Commerce and has been mentoring other would-be lemonade sellers. “Entrepreneurship is hard work,” she says.
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August 03, 2021 at 04:00PM
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How to Sell More Lemonade - The New York Times
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