If you want to sell honey, don’t forget the biscuits

Earlier this week, one of my younger Scouts did a presentation on beekeeping to the troop.

His family keeps bees and sells some of the honey as a hobby, so he had some knowledge of the topic and how the bees are handled – but if you are going to talk about a topic like that in front of a group of 11-17 year olds, you gotta come loaded for bear, right Winnie?

Lame puns aside, he did a nice job of talking about how beekeeping is done.

We talked about how they start a hive, where the bees come from, what jobs each type of bee does (sidebar: all teenage boys find the job of the drones a bit fascinating), how the honey (and wax) is made, how many times you get stung, how the honey is harvested and all the cool equipment – including the smoke puffer gun thing, the honey extractor, hot knife and of course, the Stay-Puft Marshmallow man beekeepers suit.

40 gallons of sticky-sweet fun

And then it got interesting. Someone asked him what they do with the honey, and how much they have.

His answer was “About 40 gallons stored around the house”, and he wasn’t sure how much they made each year. Someone asked again, “So what do you do with all that?”

“Eat it”, he says. Oh, and we sell some too, adding that he brought a few bottles if anyone wants some.

At this point, I’m thinking “We’re gonna have tasting and its going to be all over fingers, faces, hands and of course – the floor”.

But I was wrong.

That young man was wiser than his years.

He brought freshly-made biscuits, which he laid on the counter and sliced in half. Everyone who wanted some got to slather honey on em before they gobbled them down. These are teenaged boys we’re talking about. Any sort of food is an endangered species around these guys.

Once the honey-fest was over, lots of moms and dads got asked to take some home as a result (not something we do normally, but this was a special occasion – we had BISCUITS!).

What do they sop up your product/service with?

Your turn: What would be the biscuit that transforms the sale of your honey? (whatever your product or service might be)

In particular, think about stuff like this before a presentation, trade show or similar group event. Create the feeding frenzy, even if you sell something like fuel filters. Think about what would make your demonstration make people think “I GOTTA HAVE THAT!”