| #1 | |
| "Call me after the holidays.."
In my business, I call on small, local businesses (retail and restaurant). I sell advertising. They are busy (who cares about advertising when you are busy). Last year--with less experience--I let this railroad me right out of the picture most of December. This year, I am not interested in a replay.
So far, the best I am doing, is pressing for an appointment immediately following holiday, so it cannot be a blanket excuse. Anyone got anything better?
This is an improvement, but still leaves me lean in December. One important difference is also that, even knowing in advance that I am going to get this convenient excuse, I am not going to let it deter me from calling. SOME people will still see (just not as many).
I am trying to think of an angle of urgency, but have not come up with anything much. Actually, this has got me thinking...Maybe I need to modify my whole approach for the next couple weeks with a holiday angle...Hmmm. I love how you guys help me before I even finish the thread... | | |
| #2 | |
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Is there any way you could focus on an industry other than retail or restaurants right now? Like you said, nobody sees the value in additional advertising when they are getting enough business. Additionally, when they are swamped with business, they don't want to set aside time to speak with you.
I don't know anything about your services, but maybe you could offer servies to companies that are slow right now. Landscaping, construction, or other seasonal industries aren't as busy right now and may be open to planning their advertising strategies for next season. | | |
| #3 | |
| Make It A Great December
Quote:
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Originally Posted by Derek
Is there any way you could focus on an industry other than retail or restaurants right now? Like you said, nobody sees the value in additional advertising when they are getting enough business. Additionally, when they are swamped with business, they don't want to set aside time to speak with you.
I don't know anything about your services, but maybe you could offer servies to companies that are slow right now. Landscaping, construction, or other seasonal industries aren't as busy right now and may be open to planning their advertising strategies for next season.
| "Okay. I'll call you back in the new year. Make it a great December."
Next!
Mike | | |
| #4 | |
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Thanks for the input, Derek. My product is tailored for a specific market and I do not have the luxury of expanding it, right now, but that was a good idea.
Unlike most of the country, there is not a big post-Christmas lull because I am in Florida and the tourist season is in full swing after the holidays. After my original post, it occurred to me that I would be facing this...."I'm too busy, right now..." trend and need to address it on an even bigger window than just December, but through Easter, really.
Coming from this angle, I am altering my focus to show my prospects how they need to participate in my product NOW, so it will carry them through the drought in summer when they have no money to advertise and no customers. | | |
| #5 | |
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Quote:
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Originally Posted by MitchM
"Okay. I'll call you back in the new year. Make it a great December."
Next!
Mike
| Thanks for the demo, Mitch.  | | |
| #6 | |
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RainMaker, "Call back later, I'm too busy, etc." are both common and universal objections not limited to the Holiday Season. My suggestion would be to improve on your approach/initial offering. | | |
| #7 | |
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Quote:
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Originally Posted by SalesGuy
RainMaker, "Call back later, I'm too busy, etc." are both common and universal objections not limited to the Holiday Season. My suggestion would be to improve on your approach/initial offering.
| I like SalesGuy's answer best. New perspective + new approach = $ $ $__________________
"The beatings will continue until morale improves." | | |
| #8 | |
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Thank you Jolly Roger and SalesGuy. I am inclined to agree. | | |
| #9 | |
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i know the last resort is to discount.....but what if you offered something like, "because of the holiday season, we know how busy you are, were offering a discount to our customers who sign up between now and ........"
Forgive me if that was ****ty, I AM new at this. | | |
| #10 | |
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Quote:
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Originally Posted by mario60185
i know the last resort is to discount.....but what if you offered something like, "because of the holiday season, we know how busy you are, were offering a discount to our customers who sign up between now and ........"
Forgive me if that was ****ty, I AM new at this.
| Not at all, Mario. Thanks for contributing. By posting and contributing, you learn in the process. Trust me--I know. I have learned a great deal from this forum. I had little experience or training when I came here (and look how many stars I have. A few more rows and I might actually make a sale . Just kidding. ).
In this case, my product is very low priced to begin with. I do not think price will motivate them because price is not much of an issue to begin with. People will not pay any money for something they do not perceive themselves as needing or wanting. I have certain businesses that I am currently offering a FREE ad to and some (believe it or not) have turned me down.
I must create the desire in them to buy it by showing them WHY they should buy it now. That is my real challenge.  | | |
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