Full Version: Chuck, where are you
From: gt350ed [#73]
18 Jul 2006
To: LaZerDude (C_BURKE) [#66] 18 Jul 2006
Here's a little story....
For the first 13 years or so of my banking career, I was always a behind- the-scenes guy and department head. Customers came to me for construction loans. Aside from meeting clients for lunch, or inspecting their projects, business was such that cold calling was never necessary.
Consequently, I had no experience or skills in this area.
Then my career took a left turn. We made a personal choice to dramatically change our lifestyle. We moved out of the greater L.A. area, opting for a country life. But even so, I stayed with the same employer. I kind of wanted my cake (dept. mgr/senior mgmt) and I wanted to eat it too (live in the country). This worked for about 2 years. Eventually, I had to take a branch manager position within the same company, in the market I lived in but had never worked in. Not only did I not have sales/cold calling experience, but my "market" was totally unfamiliar to me.
Whether by devine providence or otherwise, shortly after accepting this new position I became aware that an individual in my area was a team leader conducting a 12-week Dale Carnegie course. Regardless of what you may have heard about what Dale Carnegie is all about, this was the best thing that I ever did for myself business-wise.
You and I are both hams. We're great talkers, entertainers, comedians, etc. But neither one of us are automatically comfortable asking for business. Most people aren't. The difference is, most people will never do anything about it. But I have, and you can.
Dale Carnegie did not make me a super salesman. But it DID give me confidence to step out of my comfort zone. And relating to my job, one of the first things I discovered was that my competition was NOT stepping out of THEIR comfort zone.
As I would engage with people, explain the benefits of doing business with my organization, and ultimately ask for and get their business, eventually I would ask why they decided to come with us.
You know what I was told over and over again?
"We decided to give you our business because your competitors never asked us. In fact, your competitors never came around to even meet us." Of course, the more I did it, the easier it became. But there was another aspect that continues to amaze me today. And that is that MOST PEOPLE WILL NOT ENGAGE OTHERS to show them what they can do for them that will benefit them.
IT DOES NOT HAVE TO BE COLD CALLING. IT JUST HAS TO BE COMMUNICATION OR CONVERSATION. in writing, in person or both.
Now I'm in a different industry, but some things never change. Our competition is "shocked" that we actually engage people and ask for the business. They are shocked because they have grown comfortable in being the only game in town for years. Their ways of doing things are old, their equipment is old and they are selling the same products that they did years ago.
Here's my tip... if there is a Dale Carnegie Course being taught in the islands, enroll in it. But at the very least, go to Barnes & Noble and get Dale Carnegie's book. I guarantee it will be in stock. Heck, I may even have my lessons that I can copy for you.
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Another tip:
When contemplating products, think in terms of things you can purchase locally to avoid shipping costs. Things like wood that can be turned into lasered products of a tourist nature.....or engraved coconut candles. Put them in shops. Become a wholesaler to certain shops. Sharon still uses her pocket mirror made out of zebra wood bought in LaHaina(?) in 1981. She would have loved having it engraved at the time with "Ed & Sharon Forever...or at least for awhile." B-)
and another...
Approach your fellow Rotarians and ask them for referrals or an introduction to someone you have targeted. You will be surprised who they might know that could benefit you.
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Since this thread started almost at the very moment that you called me on MY 800 number, I hope it wasn't our conversation that drove you over the edge.
Keep on keepin on bro! Never, never, ever give up!!!
From: LaZerDude (C_BURKE) [#74]
18 Jul 2006
To: Harvey only (HARVEY-ONLY) [#72] 18 Jul 2006
You are not selling, you are offering a product or service that can help them make more money.
Harvey,
Perhaps I need to be thinking out of the awards box.....what am I selling that would help others increase their business? This was mentioned before and also in a private post......what is it that "I" have to offer that will increase other peoples business?
The answer to that question might help.
Thanks
From: LaZerDude (C_BURKE) [#75]
18 Jul 2006
To: gt350ed [#73] 19 Jul 2006
Mr. Ed,
Thank you for the kind and toughtful post. As it turns out, our new District Governor is the Dale Carnagie trainer in Hawaii.....he is a bit ( a lot ) odd, but a nice guy just the same. Perhaps I will talk to him about it.
As for YOUR 800 number, if had any other numbers on your website I would call them instead.... :P ( insert laugh here)
But I do thank you for your time, and support, friendship and encouragement.
Thank you
From: rich (SPYDER62) [#76]
18 Jul 2006
To: LaZerDude (C_BURKE) [#75] 19 Jul 2006
Hi Chuck
Don't give up :P , I've had my laser for a year now and it just makes payments. Like you I HATE selling and just dropping in as I have a speech problem but still do the calls. We have way to many trophy shopes here in town and all have a laser that just sits with little work.
So I started thinking about what I like to do and as I've been a modeler all my life I started to design and cut model railroad kits about 5 months ago and it is starting to pay off. :-)
So think out of the box, I have hit all the title shops and contractors for engraved tile and cabinet doors but no one in this area wants to pay the price or wants to engrave slate and such that does not work. :'-(
Oh and when you do your calls a great door opener is a nice lite ply engraved wooden card, go to a hobby shop that has RC aircraft and get a sheet of 1/64 ply and have fun, your logo would look great on one. ;-)
From: Harvey only (HARVEY-ONLY) [#77]
18 Jul 2006
To: LaZerDude (C_BURKE) [#74] 19 Jul 2006
If it is an award, it well may increase productivity. If you are making it for a gift shop, obvious.
A sign or a badge gives a more professional look to the customer and will contribute to their sales.
You are not trolling for someone to buy a keychain with their name on it, except maybe in your store. You are looking to provide a service to other businesses. Making tags for a circuit breaker box completes a job for the contractor and brings in money. If it looks professional it brings them more business by word of mouth.
Try to look at it as how it does them some good, especially over your competition. You have a little free time, so rush service is a plus in your favor.
I am loving answering your questions, apparently I have some answers and until I type them they do not sink in for my application. I always found that I learned more by teaching than by doing so keep the questions coming. It gets the brain going in different ways.
I hope that some of this helps you, it did me.
From: Stunt Engraver (DGL) [#78]
19 Jul 2006
To: LaZerDude (C_BURKE) [#77] 19 Jul 2006
Earlier in this thread, I suggested making sales calls with tangible examples of your work. In response, you asked:
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. :-)
EDITED: 19 Jul 2006 by DGL
From: Doug (JDOUG5170) [#79]
19 Jul 2006
To: LaZerDude (C_BURKE) [#55] 19 Jul 2006
Chuck, first....quit selling when you go "cold calling". A good salesman is a good observer and a great listener.
Take something unusual, cute, usable for your intro gift...I like using yo-yo's, and then, sit back and let the new friend on the other side of the desk, counter, tell you what you might do for them.
For me, the selling always came in after the first order. When you hand the customer that first completed order, the one where they get to see how good your work is you want to introduce them to something else you might do for them.
One more observation if I might....other than setting up your shop, you are using this down time to perfect your craft. You have picked up so many different systems, I know it is a lot to learn. Nothing worse than fighting color matching when in the middle of an order.
Doug
From: Engravin' Dave (DATAKES) [#80]
19 Jul 2006
To: LaZerDude (C_BURKE) [#74] 19 Jul 2006
Find an inexpensive wooden box that is laser engravable, fill it with Maui or Hawaii related products, then engrave "In Appreciation" and the company's logo below that. It could be APA's version of a gift basket that companies could give to their mainland clients.
From: Shaddy [#81]
19 Jul 2006
To: LaZerDude (C_BURKE) [#80] 19 Jul 2006
OK this one's a little tricky, but the guys at my Auto shop did a nice job on my Truck, so I made them a rowmark sheets (about 80) worth of keychains (using their name in the same font that I copied from the phone book). I said thanks for the fast work, here you go. Give them to customers or even as key markers if you use a sharpie and write their info on the back while the key is on your board.
It WOULD have turned into a sale but he just got a new location and already had a few thousand made up. But still, I'm convinced that it would have worked. I'm not really into awards, but handing him the keychains made a good sales conversation "How'd you make these" "What else do you do"... It seems like a great "regular guy" approach. But look at it as an introduction, once you feel that doing it means they already owe you, you aren't meant to do this approach.
Anyway, just another idea.
Shaddy
From: gt350ed [#82]
19 Jul 2006
To: LaZerDude (C_BURKE) [#81] 19 Jul 2006
Get off your butt. Get your showroom finished and start making lists of "targets" you want to go after.
I'll bet if you post the lists, or types of "targets", you'll get some specific ideas about how to approach, what kind of samples to crank out, etc.
And the feedback will be of value to all.
From: LaZerDude (C_BURKE) [#83]
19 Jul 2006
To: Doug (JDOUG5170) [#79] 19 Jul 2006
Point well taken. Thanks Doug.
From: LaZerDude (C_BURKE) [#84]
19 Jul 2006
To: gt350ed [#82] 19 Jul 2006
Ed,
Lisa and I were just talking about that yesterday. We do need to sit down, review our products/services....and develop a target list.
The showroom is about half way finished. I had thought it would be finished, but once we got ALL of our inventory up it looked mostly empty....so I need to order some more inventory and it wil lbe finished. However it is no longer embarrasing when someone comes in and sees things in boxes, and general dissaray (sp?). When we do get it finished I will post a picture.
From: LaZerDude (C_BURKE) [#85]
19 Jul 2006
To: ALL
HI Gang
Thanks again for all the input. I will try and post some target markets later today.
ONE thing that keeps popping up here though which I had not thought about, ( and there are many things I had not thought about) is SAMPLES.....
Thank to everyone
From: Barbara (RGILE) [#86]
19 Jul 2006
To: UCONN Dave & Lynn too (DANDL48) [#57] 19 Jul 2006
That is a fabulous idea. I am sure that someone would stop Chuck and ask him about it.
I think that's one way to advertise without the cold calling that he is afraid of.
Barb
From: UncleSteve [#87]
19 Jul 2006
To: LaZerDude (C_BURKE) [#85] 19 Jul 2006
Laser a jet ski out of a local wood that floats well. Add a name such as "Chuck's Toy!" and a hole with a brass key chain.
The product ends up as a personalized FLOATING key chain.... and they can be promoted to the jet ski shops with their name on the back or directly to the jet ski owners or maybe to the local insurance brokers that specialize in watercraft....
Just a quick idea that may or may NOT float.....
From: LaZerDude (C_BURKE) [#88]
19 Jul 2006
To: UncleSteve [#87] 19 Jul 2006
Steve,
Thanks for that idea.....it may not float :-) But is unique enough that it might work.....
Again, thank you for thinking of me and for your support and encouragement.
From: Shaddy [#89]
19 Jul 2006
To: LaZerDude (C_BURKE) [#88] 19 Jul 2006
Lasering one out of wood most likely won't support keys, but with sublimation stuff, you should be able to get some sealed foam floats and put their logo on them. Just don't know what the profit margin would be.
This is a great thread. Sorry it started on a sad note, but there are a lot of good ideas here.
Shaddy
From: LaZerDude (C_BURKE) [#90]
19 Jul 2006
To: Shaddy [#89] 19 Jul 2006
Shaddy, It IS a great thread....and while it started out sad, it is uplifting on MANY levels....it is encouraging, thought provoking and humbling all at the same time...one never knows for sure how many friends one has....and I am humbled by the outpouring of support and it has given me hope.
I thank YOU for your part in helping bouy me up. I appreciate it very much.
From: Becky (KIAIJANE) [#91]
19 Jul 2006
To: ALL
Can I just say to all how much I have enjoyed this thread? Certainly not the part where Chuck is miserable and doesn't want to cold call.
But the brainstorming of FANTASTIC ideas that so many of us will be able to benefit from. I too hate the thought of cold calling and have
gotten so many fantastic ideas.
I am a stay at home mom and feel that sometimes when I am in the presence of other adults, I become one of those "talkers" that people are just dying to get away from just because I am so happy to have other adults to talk to.....(see, I just start and can't stop LOL)
So, shut up and listen...good advice. I know Chuck is appreciative of all the advice being given. And I am too. This is thread is priceless and timeless as we ALL have gone through slumps and ALL need encouragement and ALL need these great ideas.
Thanks everyone and thanks Chuck for sharing your slump with all of us. (I mean that sincerely)
Becky
From: Doug (JDOUG5170) [#92]
20 Jul 2006
To: Becky (KIAIJANE) [#91] 20 Jul 2006
Yes, it has been some great information sharing....now if I could just figure out how to make some of it work for me!
Doug
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