Chuck,
Earlier in this thread, I suggested making sales calls with tangible examples of your work. In response, you asked:
quote: How does one get entre` to the folks in the first place to show them the sample?
Like many people, I always regarded the task of making cold calls, a dreaded, but necessary, part of doing business.
At first, I tried what surely would be the "right way" to do it.
That entailed wearing the salesman's uniform. You know; dress shirt, tie, slacks etc.
Of course, depending on the market, that uniform may be appropriate.
In your situation, being located in the laid back atmosphere of the Hawaiian Islands, I think you'll see greater success, in using what I call, The Regular Guy Method.
(The following preface will lead to that method.)
As a student of human nature, (as many of us are), I made some observations of people's reactions and body language, as I made my rounds in the salesman's uniform.
I didn't like what I saw.
"Uh oh! Here comes a salesman", was the common expression on people's faces.
That was before I'd even opened the door!
Their heels were already dug in, which made me nervous and decreased my chances of making a convincing "pitch."
One day, with no intention of making a sales call, I drove by an awards shop (my target market, at the time) that I hoped would be interested in what I had to offer. I was dressed casually and certainly not prepared for a sales call, but decided to try my luck, regardless.
Upon entering the shop, I made a some pleasant observations:
1) The shop owner was much more relaxed and at ease, than those I had approached in a suit.
2) As a result, I was much more relaxed, which allowed me to not rush into the reason for my visit.
As far as the shop owner was concerned, I was just a "regular guy" browsing through his shop.
I wasn't about to have him think otherwise; at least not yet. :-)
I looked around and commented on how nice his display looked and asked which items were his best sellers. This gave the shop owner a chance to talk about his business.
More importantly, by my initiating a conversation, as most conversations go, there were tangents and we developed a rapport. We were enjoying each another's company.
Still no mention of my occupation, or the reason for my visit, until my "new friend" asked, "What do you do for a living?"
All I had to do, was answer the question:
"I've been in the engraving business for X number of years and work behind-the-scenes, for a number of awards shops, in the way of providing services they don't offer, or are uncomfortable in doing."
With a smile on my face, I said, "I dropped by, to see if I could add you to my list of satisfied customers."
We talked briefly about the gaps I could fill in his operation and how we could benefit from working together.
He's still a customer to this day. :-)
Earlier, as one idea for your specific situation, I suggested approaching businesses such as sportfishing, scuba diving or jet-ski rental operations, with the idea of creating sublimated ceramic tiles, keepsake boxes or refrigerator magnets, from digital photos.
The photos could be of people holding their prize catch, or sitting on a jet-ski etc. A keepsake of their vacation.
Those items, or others you may think of, means an add-on sale for the respective businesses, and if the idea takes off, a steady stream of work for yourself.
You're a good conversationalist and no doubt will be able to break the ice, but here are some examples of "Regular Guy" conversation starters:
(Remember, you're just in the area, taking in the sights.)
Sportfishing Co: "So, what kind of fish are running? What's been the biggest fish, so far, today?"
Jet-ski rental Co.: "Looks like people are having a lot of fun out there. What makes Honda (or whatever brand they rent) preferrable to other brands?"
You get the idea. Anything to draw a person into a casual conversation about their business.
When you're comfortable with the person, mention that you have an idea that you think will enhance their business. Lay out your idea and if the person's interested, offer to bring some samples by.
Because you aren't on a sales call, you don't have samples with you, but that shouldn't keep you from having a digital camera on hand, so you can use a picture of the business owner, standing in front of his boat, or sitting on a jet-ski, as the subject for the sample. :-) David "The Stunt Engraver" Lavaneri
DGL Engraving
Port Hueneme, CA |
Philadelphia, PA (Really Bensalem)
