Full Version: Chuck, where are you
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
From: UncleSteve [#93]
20 Jul 2006
To: Doug (JDOUG5170) [#92] 20 Jul 2006
Stop figuring and just GO OUT AND DO IT! :D
From: RALLYGUY (RALLYGUY1) [#94]
21 Jul 2006
To: LaZerDude (C_BURKE) [#38] 21 Jul 2006
If you believe in your product and what you are doing, it will ooze from your poors.
The reality is that you need to be excited about what you can offer someone, people sense that and find themselves excited about it as well once they see it.
If the reality is that you don't find your offerings appealing, It's doubtful that your potential clients will either.
Tell them why you like it and how it can help them......Your trying to fill a need there somewhere............
Hang in there.....your in a very popular destination for travelers looking for a way to bring a part of their experience home with them.......At a minimum the tourist option has to be a potential niche.
Look into industries that need marking on metals and other surfaces.....Industrial business may be a great niche for you, particularly if you are one of only a few local entities offering the service.
Hope this helps,
From: UncleSteve [#95]
21 Jul 2006
To: LaZerDude (C_BURKE) [#94] 21 Jul 2006
From: LaZerDude (C_BURKE) [#96]
21 Jul 2006
To: UncleSteve [#95] 21 Jul 2006
Is that a CHALLENGE? B-)
From: basehorawards [#97]
21 Jul 2006
To: LaZerDude (C_BURKE) [#38] 21 Jul 2006
I started my business about the same time as you started yours - April of 2004. I agree that it is tough getting the business to stay above water.
I was thinking about you today as I was driving to make a delivery. here is sort of how it went.
What do you want from a salesman that is trying to sell you something? How do you like to be spoken to? Do you like to see samples? When you go shopping do you like it when the salesman comes up to you or do you prefer he (she) wait for you to ask for help? What can a clerk, salesman, waiter etc. do that is guaranteed to upset or annoy you?
Take all of those things together and become the things you like and do not do the things that annoy you. Be the salesman you wish you could find when you want to buy something.
When I go on a cold call - or even when the customer has called me and I am going to meet for the first time - I too get cold feet. I have a routine that I go through on the way to the appt. where I remind myself that I am just going to talk to the client exactly how I would want to be talked to if I was the client. In other words: Talk to yourself during the visit. It works for me every time.
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