If you can't sell FREE, maybe you shouldn't be selling?

Originally Posted by GordonJ

Wasting time talking to NON decision makers is one of the biggest complaints of all salespeople calling on businesses.

Specific to your case, you have a host, a REALTOR, who does he/she use as their go-to TITLE company, or which banks do they like for home loans, who would they use if they bought a house to rent, as an owner-agent, who would they get to fix the roof, redo the plumbing, the wiring. See, you have to make it something profitable for them...so the Realtor should be willing to call, or let you use his name, Joe Johnson of Realty One sent me over to see (Da Owner)...and if he is not in...

You get the name of the person, leave something behind, and get a best time to reach da owner. Leave a sample card so they know what it is.

If your host won't cooperate, you need to rethink this, and go back to alter your presentation so they know you expect them to give you some referrals.

I suggest a phone call. Mr Pizza Man, Mr. Realtor is doing a mailing and he thought you might have an interest, it will only take 5 minutes to show you what he's doing, would an afternoon or morning be better for you?

Standard sales technique to get an appointment, a phone will save you hours of time. If cold calling, and you leave behind the sample card, you GET THE NAME of the person you left it with, tell them you will be back to pick up the sample and ask when the best time to do that after the boss has seen it.

WRITE the name in your daily planner.

IF you are giving the host the front or big space for free, you have to let them know up front, you want some referrals, and as mentioned in the post, Don Alm and others would sit there and make them get out the rolodex and make a few calls, but few of us are persuasive as Don.

Say it is going to take 20 calls to get the 6 or 8 advertisers, so you call on the phone, or if out and about, you drop off and pick up. Either way, you always ask for a best time to either call back, or drop in, and see if that helps.

Gordon

The 2 realtors, seemed excited but I couldn't convince them to call on the spot and when I followed up after a few days they said they hadn't found interest yet but would keep trying. I only have one sample and will get more so that I am able to leave them behind with potential sponsors when cold calling. It seems 3/4 businesses in my city are franchises or have a corporate office. Just a thought but Do you believe I'd have better luck in a small town with less than 5k total addresses? There are a few around and they seem to be more local businesses than franchises.

[GordonJ]

Originally Posted by BenjaminS815

The 2 realtors, seemed excited but I couldn't convince them to call on the spot and when I followed up after a few days they said they hadn't found interest yet but would keep trying. I only have one sample and will get more so that I am able to leave them behind with potential sponsors when cold calling. It seems 3/4 businesses in my city are franchises or have a corporate office. Just a thought but Do you believe I'd have better luck in a small town with less than 5k total addresses? There are a few around and they seem to be more local businesses than franchises.

Franchises vary greatly, but safe to say, ALL, have say in the advertising. I personally wouldn't waste time UNLESS they already are using DR ads, in the weekly coupons or newspapers or other media. Mom and Pop, single owner businesses are best, but some chains have franchise owners who CAN run their own ads. Don't know of any list which distinguishes them, however.

If you don't have more samples, create a sales sheet to leave behind. BUT at the time you meet the owner, you must put the card into her hand. Feeling it and seeing it make a lot of difference.

Create a list, a checklist, and when you find a Realtor interested (or any host) you whip out the check list and let them fill it out, say it only takes two minutes. You ask those questions, like who they would call if:

Their home was in a tornado and the roof came off, who would you call to repair it? Do you know this person?

Who is the plumber you would call? etc. etc. When it is right in front of them, and all they have to do is check mark and fill in a blank, you have a "referral" sheet. Maybe even have them initial it.

If they can't call or say they will, DON'T BELIEVE them, they won't do it, besides it isn't their job. Do your job. Get a list of referrals and go SELL them.

What REASONS are you giving the advertisers? Why would it be a good idea to ride along on a Realtor's card? What is the benefit? How is it cost effective?

Keep in mind, you are SELLING. And that isn't easy for most people, in fact, 90%+ of the population would never ever do it, and even in the % of people who do, most suck at it and don't last very long, it is a churn and burn profession, especially with an industry like advertising and promotion.

Make it EASY on the host to fill out a form, a simple list of who would be used if HE/SHE, had to get work done...those are your referrals. I wouldn't waste time with a host who wouldn't take 2 mins to go over the list with you.

You will find, if you don't quit, that it comes down to confidence and numbers and numbers= a grind. No matter how you slice it, but whatever that grind is, it is going to be one.

Also, just FYI, I wouldn't work Mondays. T, Wed, Th and F AM, and even then 2 days done by 3 in the aft. 1 day for evening work.

But no matter how you set your time up, just doing it, and to sustain it, requires an acknowledgement of a grind mindset. You are never DONE. The wheel must keep on turning.

One reason Information products are popular, once you have them, you are done on that part. The 7 Step Hotsheet I'm currently discussing could be used for years, probably will be a giveaway, as an opt in thank you or just to be able to send them something else.

SELLING, can be very lucrative to those who master it, get disciplines in place, use systems and Keep It Simple, but if it were EASY, 98% of the population wouldn't fear it, would they?

Good luck,

Gordon