I remember when I started selling, going from business to business locally in Tyler, Texas. I think it was back in 1981.
I had no idea how to find new businesses or businesses that were being built out in office complexes, so what I did was spend my entire day driving from place to place looking. Most of the time when I would find some new place, I would go in, and it had just opened. Of course, they already had everything they needed, and I was a month late.
Some time later I learned that I could go to several courthouses and review recent building permit filings. In doing that, I found that I was able to go to these new businesses while they were still under construction, and I had a much better chance at getting into them and giving a quote.
There is really no secret in how to walk into a business that is under construction to reach out about your particular business. I would simply walk in and say:
Hi, my name is... I sell business telephone systems, and I would love to have the opportunity to provide a quote for a system. Who would I talk to about that?
In most cases, on smaller businesses, the person I was talking to was the owner. I found that if I could have a conversation with him or her, find out what they did, ask some questions to show interest in their company, and see how I could help them gain business, I had a real shot.
Making a friend with whoever you talk to when you walk in that door is the most critical thing.
Make friends with the person doing the drywall, and he may introduce you to his boss, who may introduce you to the company owner. Make a bad impression, act important or demanding, and they will show you the door. You will never have a shot at it.
One of the biggest things I would do if I knew it was a larger build was grab some coffee and donuts at a local coffee shop. I would take it over and give it to the staff that was working. I would tell them I did not expect anything, but I would appreciate it if they would mention my name, what I did, and please give my card to the owner.
They did that about half the time, and it really increased my closing rates.
Today, it is hard for most salespeople to ever reach someone who makes a decision. They ignore, delete, or block your email, and they do not answer the phone. Or they avoid talking to salespeople at all.
One of the best ways to sell directly is to go straight to their new business construction and meet them before the business is ever opened. You will get that conversation, but you have to work the doors.
I will be writing more about how to be effective doing that.
Thank you for trying PermitPub. Be sure to grab your three free leads when you register, and you will see the kind of quality we have.
Always fresh, nothing stale.
You will see your success multiply.
Good selling.