Common Objections - When Locating Your Vending Machines
In this section you will find out what type of questions you could potentially get asked when approaching locations to locate your business card vending machines
Dean
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13 Responses to “Common Objections - When Locating Your Vending Machines”
maryl2010
March 9th, 2007
Good point.
From time to time they will, but few and far between. The one time I faced this question/objection I just simply said ” Mr business owner, if we even have to remove this business card display off your wall, I guarantee to return the wall as is right now before we install it, here, lets write this into our location agreement”. That was it, and he said fine.
If you have a wall mounted unit, it can be best to get a professional for a few reasons:
1) They will mount it in a very secure way.
2) They would fix it to the wall in a way that would minimise damage if you did have to remove it for whatever reason
3) They could detect if electricity wires are imbedded behind the wall
4) You can use the same person for all your installs…just pick up the phone and they’ll know what to do everytime.
It is actually that easy. (borrow other people’s brains and time)
Dean
deanc
March 9th, 2007
Ever wondered what to say if the business owner says “I like this idea, where can I buy one of these business card display boards?”
Leasing:
Most business owners don’t really think outside the square to often….Fact. If they did, then why are most of them struggling to make ends meet….mmmmm.
BUT….from time to time your going to come across an entrepreneur who will see what your doing and like it. They are going to know that you are making money selling advertising space, and think “but I can do that myself”. You will know what they are thinking very quickly. If you feel this is the case when showing them your business card display board, then ACT QUICKLY!
Here is what I mean…
Ever heard of leasing? If you haven’t, then search it on the net real quick.
Remember, the ‘numbers’ work out really well once you’ve got your displays full of advertisers…very well. Lets just say your business card display brings in $500 p/month when full, then that can almost be pay-back on what you have paid (depending on what your purchase price is). For argument sake, let’s just say you paid $500.
Well now you have to start thinking outside the box. What if you said to the business owner, how about I rent/lease this advertising display board to you for $100 per month and you can make $500 by renting out the spaces to your own clients…that’s a 500% return on investment for them per month! Sounds like a far deal to me right???
For you, you can get double your money each year by doing this….100% return sounds pretty sweet to me!
Yes…they could just go and buy one from a supplier, but if you work in with them, show them how it works, show them how to package their offers up and so on, then you may have a chance at this working.
Again, being a sales based business, it’s all about the numbers. You might try this and only get one out of 20 people, but if your doing 10-20 appointments per week, then it could work in your favor.
Leasing can be a great option….try it (as a last resort)
Dean
deanc
March 9th, 2007
I hope I have the right category to post, forgive me if it is not..wasn’t sure but this came up twice today.
One was a Western Sizzlin Steak House with brick walls. He loves the 16 compartment display and the concept but Will not let me drill into the brick. I suggested a display with a stand that has 36 compartments and he did not like the look or the way it worked.
The second was a similar situation that will only let me put in on a counter…great location but the 16 space unit is what he wants. I had gotten a suggestion of using an adhesive on the counter. That can work…if I can get it off without damage.
The bottom line…is there a way to use adhesive on brick and/or other type walls and counters that can be removed without damage?
Open for suggestions!
dmiles
dmiles2
March 13th, 2007
Man…this business owner is one fussy person, two choices and still no go.
I did send you a picture of the business card display that was in the liquor store that was mounted by adhesive which I assume you got. My other suggestion would be to get two industrial strength suction caps. If your display is located in a spot that is in the line of site of a store attendant, and locked up at night (the restaurant you are talking about certainly qualifies), then suction caps would work fine….as long as the surface is flat (like glass, or a wall).
Try it out and let us know how you go.
Dean
deanc
March 14th, 2007
I have been thinking back over the last month since I got into this business and something hit me right between the eyes and I wonder if others have or are experiencing the same thing.
I can sell an advertiser in one sales call easier than I can sell the location on hosting a display. I like golf courses to place the displays in the pro shop. I have 5 golf courses and every one of the pros liked it when I first showed them but everyone had to run it by the General Manager and 3 cases I had to wait for board approval. Because of this I have had to create a “media kit”…I include an agreement, cover page of liability insurance, any compenation to location, picture of display. Out of 15 locations…only 2 signed an agreement the first time I was there…
This is opposite of what I thought it would be…I really thought the sales end would be harder! Oh Well! It is nice to walk into a prospect and come out with a sale the majority of the time!
dmiles
dmiles2
March 21st, 2007
As i see it, Large locations, franchises, supermarket chains may be more reluctant in hosting units (for sake of uniformity) especially in countries where the concept is new. Wouldn’t it be a good idea to use examples of such locations and global franchises (e.g starbucks, carefour etc) that are already hosting units in other countries? i.e i could show my local starbucks a photo of a display in a starbucks in the US. or my local carefour or other supermarket branch a photo of displays of carefour in France and so on. Also, how these same locations utilize the displays to promote their own services. Do you have any such examples and photos? Maybe it would be a good idea to create a topic just for that. Thank you
Nikos
March 3rd, 2008
Hi everyone, Dana here. I just purchased some displays got them 5 days ago have 2 locations. The owner of the gas station likes the displays, but most of his store has windows. Will suction caps work? Dana
dana
March 28th, 2008
Hi Dean. Getting my business underway. Spent a few hours yesterday securing locations, and had a pretty good time of it. Walked in to 10 locations, spoke with 6 decision makers, and secured 3 locations. I did receive one objection, that I thought was very valid, and wasn’t sure how to overcome it.
Went to a well know grill and deli type restaurant, and spoke with the general manager about hosting the display. She was very receptive, liked the display, but right away said no.
Reason being is she was concerned that there would be a conflict of interest if they were to showcase the display.
She mentioned that they have many business owners who make up their customer base, and if they didn’t have a chance to get into one of the advertising slots, they may get a little upset. Especially if their competition was in the display. Their position is that they want to stay neutral, and not promote any other business within the restaurant.
What is your take on this Dean?
Overall, very happy with the 1st day of securing locations!
Dustin
Dustin
April 22nd, 2008
Good ideas Dean. Thanks.
One quick tip I learned today that helped secure a location. I walked into a restaurant with my display and had to wait a few minutes before speaking with the manager. Waiting in the front, I looked for the ideal place for the display. By the time the manager came by, I had a good idea where that would be.
We talked for a minute, she was open to the idea, but right away said that she didn’t think there was a good location for the display. Without hesitating, I said, “Well I thought about that, and think this will work well” .. then walked over and held up the display near the entrance. She then seemed more open minded once she saw how it would look.
Realized it’s sometimes good to think for people and in this case, help make the decision easy.
Dustin
April 24th, 2008
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Do location owners express any concern about the installation of the display unit, such as possible damage to the walls? Do you install the units yourselves or hire a professional to install the displays?