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Originally Posted by RainMaker
In my business, I call on small, local businesses (retail and restaurant). I sell advertising.
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RM, you're in the direct sales business selling a low cost, very affordable item---and that is a
very, very good place to be.
The acid test is always are you the right person selling the right product for the right reason. I know from your posts that the answer is yes to all of the questions.
The "don't have time" response doesn't hold water. It is another way of saying no. Low cost or not--affordable or not, it is a money issue. But it has nothing to do with discounts. For relatively low cost incidents of spending, whether they be business or personal, people have mental accounts. A good friend of mine calls them slots. Same thing. People slot things into their minds to either justify spending or justify not spending. The costs of your services is not going to break any business. But your prospect has to locate the account in their mind to assign it to.
You have to present the money--the cost--the expenditure in a manner that enables your prospect to slot it so he/she can say yes to you.
Do that, contact enough people--and you will get results. Excuses like "not enough time" are red herrings that you cannot afford to try and find an answer to.
If you want to pursue that line of thought I've just presented, I'll furnish you some real life examples drawn from the same business you're in and how costs were presented. But think about it first.
IMHO.
(that was kinda rude toward my prospects, sorry).