Little Brownie Bakers

Get the facts

Get the facts ... and all the super-selling strategies

Good marketing is based on research – hard data that help the pros guide their marketing plans. As a C.E.O., you have access to the powerful research conducted among Girl Scout Cookie customers. Check out the Girl Scout Top 10 Marketing Research Facts, and choose some Girl Scout-proven strategies to pump up your sales.

FACT 1: The number one reason people don’t buy Girl Scout cookies? They were never asked!

Strategy: You must think beyond -- way beyond -- family and friends to reach all those eager cookie customers.  You already know that cookies sell well at groceries, malls and other high-traffic areas. Get creative and think about more ways that you can stick out with great marketing.

FACT 2: Customers buy cookies because they love the taste.

Strategy: When customers approach your cookie booth, offer a cookie sample before you ask them to buy. Arrange an attractive sampler plate so customers can try your varieties. No one can resist!

FACT 3: Customers are eager for their favorites because they can only buy Girl Scout Cookies once a year.

Strategy: Make signs or suggest that customers buy by the case. Encourage customers to stock up for the whole year by buying enough to freeze for later. Offer a large zip-top freezer bag with large purchases. Remind customers that the cookies make perfect gifts and party food. 

FACT 4: Customers buy cookies because they want to support Girl Scouting.

Strategy: Always tell your customers about your goals. Hang up signs or wear a T-shirt that shows what you’re working toward. Customers want to help you succeed!

FACT 5: The majority of customers feel it is important to buy directly from a Girl Scout, and they prefer to place an order at home.

Strategy: Grab some friends and host a Cookie Walkabout for door-to-door sales.

  • Teams sell door-do-door in an assigned area.
  • At a pre-determined time, gather for a celebration.
  • Just for fun, award prizes in categories such as most energy, most cookies sold, best decorated cookie car, etc.

FACT 6: Girl Scout Cookie customers are loyal purchasers who buy every year.

Strategy: Contact your customers from last year. Save your order card for next year so you can return to your customers and ask them again.

FACT 7: When customers are asked multiple times, they buy multiple boxes.

Strategy: Ask, ask, and ask again. When you deliver cookies, ask customers if they would like to buy more than they ordered. If you have cookies left over at the end of the season, call back the customers who bought those varieties and ask if they’d like more.

FACT 8: Customers sometimes buy fewer cookie packages because of diet issues.

Strategy:  Create a Gift of Caring program. Offer customers the opportunity to purchase cookies that you deliver to a charity or community agency. At booth sales, create a sign that informs customers about this choice. Create a drop box so customers can see the donated cookies stacking up!

FACT 9: Customers buy more when girls suggest multiple packages.

Strategy: With decorative ribbon, tie up three packages to create bundles such as – “Chocolate Lovers Pack” or “Classic Bundle” to encourage multiple sales. Provide free handmade gift cards, if you wish.

FACT 10: Customers want to perceive that they are getting the best value possible for the money they spend.

Strategy: Print out recipes and offer one free with the purchase of multiple packages. Attach an appropriate recipe to each bundle of cookies. It’s a lot of fun to create attractive recipe booklets to give away with larger purchases.

Facts source: Girl Scout Cookies Consumer Insights, a national study sponsored by Little Brownie Bakers


The GIRL SCOUTS® name and mark, and all other associated trademarks and logotypes, including but not limited to GIRL SCOUT COOKIES®, THIN MINTS®, TREFOILS®, GIRL SCOUT S’MORES®, LEMON-UPS®, GIRL SCOUT COOKIE PROGRAM®, and the Trefoil Design, are owned by Girl Scouts of the USA. Little Brownie Bakers LLC is an official GSUSA licensee. The LITTLE BROWNIE BAKERS® name and mark, and all associated trademarks, including SAMOAS®, TAGALONGS®, DO-SI-DOS® and TOFFEE-TASTIC® are registered trademarks of Ferequity Inc., an affiliate of Ferrero International, S.A. © 2020 Ferequity Inc. All Rights Reserved.

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