Forums: Discussions for entrepreneurs and small business.

Dropping off brochures typically is not a very effective sales methodology...the vast majority of them end up in the trash immediately after you leave the receptionist. But, if you`re committed to this methodology, my advice is to forget about the "locked door" receptionists...why fight an uphill battle?

In my opinion, what would be more effective than distributing brochures is to focus on the one-on-one interaction between you and the receptionists that you are able to talk to in person (put the brochures away! brochures hardly ever sell anything!). Engage the prospect by asking a few open-ended questions to develop a quick relationship with the receptionist. Your ultimate goal should be to determiune who is the decision-maker for the type of services you offer (but never use the term "decision-maker" with a prospect). If it doesn`t go anywhere, ask for an email address and add them to your email newsletter list.



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Skip Anderson
Sales Trainer
Founder and President,
Selling to Consumers | Sales Training to Sell More

Thanks for the advice so far....how do I develop a rapport with a receptionist who is locked in!

At the moment my selling technique is fairly crude

Me (Buzz on Intercom): Hello, I`ve got a brochure here for you for tech support.

Receptionist: yeah, just put it in the letterbox.

Me. Thanks

For me, this is a very weak and ineffective system. Luckily, its only my "fall-back" system. Most of my business comes from repeats, word of mouth, yellow pages and Google.

So has anyone got a better technique for selling in these industrial parks?

As for networking - any networking events I``ve been to have been rather depressing. Loads of other small business people, who have businesses less than 2yrs old, most who seem to be struggling. Very few "real networkers" in the room.

You might try this topic: "How do I get past the Secretary?" (also known as the gatekeeper).

Thanks for Link Craig...but still have not thought of a technique to get pass the intercom message "just leave it in the letterbox". ( in response to "I have a brochure here for you...")

Asking for their email address via intercom to keep in continual contact with them could turn out too messy.

As for my free information booklet that I hand out that also gets "leave it in the letterbox"....

Come on guyz...can anybody think of a better technique...

you: (buzz intercom)  Hi, I`m delivering flowers.
receptionist:  Come on in.
you: (when you`re in)  Hi, I`m delivering fliers.

you: (buzz intercom)  Hi, I`m delivering flowers.
receptionist:  Come on in.
you: (when you`re in)  Hi, I`m delivering fliers.


Lol @ Booklover, absolutely brilliant....and you know what, it is that technique that done in the right manner and charm could be pulled off!

Booklover`s got one!! LOL! Perfect!

Ok..joking aside...has anyone thought of anything?

Hi Kamachi,

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Author of "You Can Be Famous! Insider Secrets to Getting Free Publicity."

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Co-author of "Power Persuasion: Using Hypnotic Influence to Win in Life, Love and Business." (David R. Barron and Danek S. Kaus)

Danek,

Thanks for your reply. I like writing about my field - and will have no problem coming up with interesting articles - no problem - what is the best way to approach a "freebie" newspaper about this?