I am in a similar situation. I am selling ads for an ads-only direct mailer, but need to sell ads in order to make this thing work. I tried before Christmas (too late in the month) and got a lot of no and maybe answers and two sales. Took lots of time and have decided to lower my pricing in order see if it increases sales. I also work days and have a young family.
I can tell you that you are going to have to make the rounds, visit stores, come back when the owner is in or after they have talked it over with their spouse/business partners.
I just submitted a post looking for advice, but you will most likely want to start looking for a sales person.
I have what I feel is a solid business startup. I am a graphic designer with contacts in the print industry and am working on creating a monthly or bi-monthly direct mailer coupon book. I feel that I am priced competitively with other local options and offer an upscale product to what is currently available.
My problem? I work full time and only have free time in the evenings (great for design work, bad for sales work)
I have set this business up so that there is not upfront cost. I secure the ads, collect the money, print and mail, repeat. I do not have cash to pay a sales person.
Can anyone offer ideas on how I can get the sales work done?
I can pay 15% commission for a sales person (roughly $50 per ad sold), but I need to have a minimum of 20 ads sold before I break even. And I cannot pay until I have collected for the ads. I am planning on mailing to all 15k homes in the city.