Rules of Engagement (what are the fine lines of approaching businesses & owners during business hours)

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Permalink Reply by Keith Bernhardt on October 18, 2008 at 5:53am

Hi Darius
Excellent topic.

There was a survey done, a few years ago (you may be able to google it) that said when the best time to call or come by to see certain occupations. Monday uusually made the top of the list (as a bad time).

I know working in travel agencies, we had people in all the time on Mondays (yellow pages, radio, tv etc).My bosses finally told them to make appointments, because they were just dropping in unannounced.

We had a vendor who was really good and would call and say I will be in your area on Wednesday is 2 pm ok to meet with you ? She was highly respected. I wish others had followed her lead as far as making appointments rather than popping in.

I hope this adds some ideas to the topic.

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Permalink Reply by Debra Straka on October 18, 2008 at 7:38am

I agree with Keith, try to get an appointment. We may need your products and services but the nature of our business keeps us hopping. Also, avoid meal hours. I can't tell you how many vendors will show up as the breakfast or lunch business is underway. Common sense is a marvelous thing.

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Permalink Reply by Paul Paz on October 18, 2008 at 8:54am

Hi Darius..

When making calls, timing is critical.

Don't impose your presence when your prospect/client is in the midst of generating revenues for themselves. Your innterruption ends up costing them immediate income and they will always hold that negartive of over your head.

As Debra advises, don't show up at 12:30 PM at the peak of the lunch rush expecting the operators to stop making money to listen to you. Make an appointment otherwise you risk losing longterm opportunities.

Paul

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Permalink Reply by Keith Bernhardt on October 18, 2008 at 9:05am

Darius,
I agree with Paul and Debra about the timing.
I was in a restaurant one time, during the lunch hour. It was the start of
the school season.
A journalist came in and wanted to talk to the hostess and the manager to see
"if they were busy".

The hostess and manager said "We'd love to talk to you, but not at 1230 at the heigh of lunch time"

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Permalink Reply by pubmaster on October 22, 2008 at 11:19am

Don't come at breakfast, lunch, dinner, happy hour, weekends or holidays. I've had wine and liquor salesmen show up with a new product line right at lunch - needless to say I wasn't buying. Another salesman always came by on my days off - and I told him I was off. Again, I'm the buyer, and he never made a sale. All he had to do was listen.
Overall, for me, was early afternoon - before dinner prep took off. Still, there are errands that have to be run, admin to do, etc.
(just a pet peeve - if I order one case, don't try to sell me ten)
anyway - Cheers and good luck!

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Permalink Reply by Leslie Howard on October 23, 2008 at 9:29am

Yes indeed, there are critical times you just don't want to interupt. My question is for those who answered with the suggestion to phone ahead. If it is the first time apporoaching a business, is it still okay to try and make an appointment? In the industry it can be difficult to sometimes find the owner/manager within the facility and once again, you are still causing a major interuption. Any thoughts would be great.

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Permalink Reply by Debra Straka on October 23, 2008 at 9:42am

Leslie,
You bring up a valid point. Keeping in mind the hours we prefer not to see sales reps, you can stop by with a brochure and a business card, if the purchaser is there and has some flexibility in their schedule they may meet with you then. If the purchaser is busy ask if you can leave the info to be digested later by the purchaser. Never expect to push your way in ~ we remember those who are not respectful of our business, if your product or services is something we are interested in we will contact you.

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Permalink Reply by pubmaster on October 23, 2008 at 10:34am

re: appointments
appointments are fine. I appreciate meeting new vendors, and being exposed to what is out there.
however, please be on time. in our company, if you are on time for a meeting, you are five minutes late. time is valuable. leaving materials that I can digest is always valuable.

cheers !

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Permalink Reply by Devin McMillan on October 29, 2008 at 10:09am

Darius,
From my experience on the sales side, I have actually switched my approach to handing out fax back flyer/brochures. I don't ask to speak with the manager or owner anymore. What I have found is that people become more interested in what you have when you don't give them the "hi, my name is _______. I work for __________ selling _________" I now walk in with my flyer and say to whoever I meet first. "Can I leave some information with you for the owner/manager?" This approach actually makes the person look at the flyer/brochure and ask what it is for. Or they say sure and I walk away. Then the person in charge can e-mail me or fax back a form requesting more info. Either way it is a win/win situation. You would be amazed how much easier it is to talk to someone who is interested on their own time frame :)

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