Going Back To The Beginning

[Holzster]

I did something this morning I have not done in 4 years, as business has been slow I decided that I wanted to increase my commercial accounts. So I got together about 20 packs of papers I created over the last 2-3 days. Just general stuff I created about my business, reference letters, & my services. I went to the other side of town on my way home & walked into about 15 businesses and handed the person there my items (neatly paper clipped together). I got 2 jobs lined up next week plus going back to 2 of them to talk more in-depth about what I do. So I am going to start by handing out 20-30 per week from now on. I forgot how good this works!!

Just a FYI to everyone who has not done this that they might want to start.

 

[chrisaroz]

I plan on doing this next week. Any other tips for those of us who haven't done this before?

 

[cmonova]

Great job. I am a big believer in that type of marketing. You really don't even need to "sell" yourself as long as your documentation covers everything it's just as simple as a "drop off" and if it turns into a converstation then even better..

 

[SThompson86]

When you walk into a place and lets say they have a front desk clerk. Do you start talking to him or her, or ask for a manager?

 

[kagman]

Sounds good to me... great idea... so anyone call you back for service???

 

[Holzster]

I just walk in introduce myself & who I am from, and tell them I am a local Tech (I emphasise local) and that I would like to talk to the manager or owner, most of the time they say they are not available, so I just had them the paper work tell them to give it to them & go on.
I know in my shop when people that do this stay to talk to me after they tell them I am busy, I do not like it because I am busy, so subconsciously they get a bad light on them.

 

[iptech]

When you walk into a place and lets say they have a front desk clerk. Do you start talking to him or her, or ask for a manager?

You start talking to him/her, they are far more likely to be forthcoming about network & IT problems than the MD. Try and delay talking to the decision maker until you know what the problems are and you are able to provide a solution for them.

80% of the sales call is listening, 15% is interpreting and 5% is selling.

 

[exbabylon]

Amen to the listening. We seem to be so busy lately (big fish, little pond & we are the local Verizon Wireless) that I haven't had time to go out and do the door to door thing. I'm thinking it might be time to hire another tech so I can get out there and do it.

Out of curiosity are you doing folders w/ whitepaper style info, tri-folds....? What are you dropping off, and what are you talking about in the material?

 

[hardtoremember]

I know in my shop when people that do this stay to talk to me after they tell them I am busy, I do not like it because I am busy, so subconsciously they get a bad light on them.

This is one thing that bugs the living heck out of me! It may be wrong but when people do this to me I throw their stuff away if they insist I have it. Those are usually the same people who keep on calling and showing up at the worst times insisting that you can't do without their service.

I think I'll get some stuff together too. I could use a few more customers.

 

[chrisaroz]

Out of curiosity are you doing folders w/ whitepaper style info, tri-folds....? What are you dropping off, and what are you talking about in the material?

I'll be going out for the first time next week after reading this post and I was wondering the same thing. I have a nice tri-fold brochure, but I also have a couple well designed full page flyers on specific services. I was thinking of getting some plain white folders (pocket or mailing) and sticking several things in there. In addition to the flyer, maybe a brief intro would be nice. What has/is everyone else doing?

BTW, this is one of the best topics in a VERY long time. Maybe Bryce could tackle this in an upcoming article.

 

[itmgr]

I like this idea and will put something together and give it a try. How much is enough info / material without being to much? If someone comes in and gives me just a business card, it will probably get lost. If they give me 5 pages of text to read, it will get tossed.

 

[Holzster]

I do not get folders as they are right most of it it tossed away right away and they are expensive. One thing to remember is do not make the sheets over detailed as if it looks to "busy" on the sheet they will not even start to read it.

I created the below about 2-3 years ago & still use it. I have posted it on here before a long time ago - use it if you want, as I have even seen it on some web sites (kind of flattering). My niece was a marketing major in college, so she made a couple of sheets for class projects.

I am not attaching it here because the last couple of weeks the special functions stuff is not working on the post boxes. I will keep it in my drop box for a couple of weeks

http://dl.dropbox.com/u/265244/htrn business.jpg

 

[edgepcs]

I do not get folders as they are right most of it it tossed away right away and they are expensive. One thing to remember is do not make the sheets over detailed as if it looks to "busy" on the sheet they will not even start to read it.

I created the below about 2-3 years ago & still use it. I have posted it on here before a long time ago - use it if you want, as I have even seen it on some web sites (kind of flattering). My niece was a marketing major in college, so she made a couple of sheets for class projects.

I am not attaching it here because the last couple of weeks the special functions stuff is not working on the post boxes. I will keep it in my drop box for a couple of weeks

http://dl.dropbox.com/u/265244/htrn business.jpg

Wow. This is a great piece of copy. I am definitely going to throw something like this together and get my walking shoes on! Thanks to everyone in this thread for all of your insight and ideas