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

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

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

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

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

Yes you are correct in saying that it would make sense to show photos of other large companies hosting displays.

If anyone reading has such photo’s, please send them in!

On the flip side of the coin, don’t wait for anything… go out and create it yourself if the resource isn’t available. Everything around us was ‘created’, ‘initiated’ or ‘happened’ for the first time at some point in time… and it’s usually those who create who make the most money.

In the case of marketing and sales, you can also give 10 people the same materials and 10 different results will be achieved due to ‘personal touch’ in the sales process. Sales is a trade, and not to be taken lightly.

Thanks for the suggestion Nikos, and you are correct… every little percentage of marketing advantage certainly helps!!

Dean

Great job getting locations right away Dana… nice work!

Dean

What is your take on this Dean?

Overall, very happy with the 1st day of securing locations!

Dustin

Great conversion rate!

That’s the way to go… just walk on in to the business. This is also the cheapest way to do it also!

Regarding this objection… you can’t get’em all. When you have a business owner that feels they could actually ‘loose’ or ‘upset’ customers by having your display in their business, then the sales process is an uphill battle… but not impossible of course.

The lady said to you… “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”, well my immediate thought to that is reply by saying… “If that’s the case, we can simply put another display next to (or above) this one, once the first display gets to busy”. In addition to this, you can offer her free advertising in one of your other displays also. Maybe she can have a ‘give-a-way’ to her clients… which is a spot in one of your displays (you can give away a spot in return for her wall space).

Another thought that comes to mind is that you could customize the top section of the display to say… “(Her Biz Name) Deli, proudly supporting local businesses”. Then if someone enquires, you can say that a percentage of the fee goes to charity on behalf of ‘(her business name)’.

It’s a matter of throwing around some ideas with her and finding what ‘floats her boat’. She may have a favorite charity that you could play on, or she may agree to free advertising in your other displays in return. Otherwise just move on to the next location.

Your conversion rate is excellent, so just keep doing what you’re doing… great work Dustin!

Dean

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.