A Simple Idea to Get Business Owners Curious About Purchasing Advertising from You
Well, here I am in another country on vacation and as always, testing new ideas to bring you about how to sell advertising and get customers buying from you in the fastest possible time (can’t help myself!).
Some people who start in the advertising business have limited direct selling experience, so I came up with a simple way that could make the sales approach alot easier for you, and with the least chance of rejection as possible. To put the new idea into action, we went and tested this approach on two business owners immediately….and got two “yeses”. Here’s what I did and how I said it…
We went into a travel agent and a real estate office (you could use this sales technique on real estate agents and service based businesses all day long), and acted curious about what they were selling. Then what we did is asked for a business card in the usual fashion. Once they placed the card in my hand, I said “actually, give me five of your business cards, I have people that would be interested in what you have”, and from that point on, they started asking “who” and “what are they looking for” etc. That’s when I said “I have a little vending machine that hands out business cards to the public for free, and your card will be handed to people who want your service, do you mind if I put your business cards in my vending machines for people to take for free?”. “SURE” they said. (I also gave a very quick description of what the displays looked like and the locations).
That was part 1 of a two step sales process. I hope you can guess what part two is going to be? Have a think for a second, what do you think might be the next step here to get money into my pocket?
Correct, i’m going to follow them up via email in 10 days time and tell them “Great news… all their cards got taken” … along with a little sales pitch and offer 
Let the above idea sink in for a moment and maybe this ‘tactic’ could suit you aswell. You could walk into 20 local businesses in one day and come home with a load of business cards/leads ready to go! Try it on sales reps in stores, go to car dealers, real estate agents etc. Go on… it’s soooooo simple and it works. In a few weeks time, you’ll have alot of follow up to do, but it’ll be with people who have already had a taste of what you have on offer, and they’ve met you face to face also.. so it’s far from a cold call!
I’ve written the above idea in abit of a hurry as i’m on vacation, but please re-read it if you didn’t get it the first time.
Go for it!
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Dean
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3 Responses to “A Simple Idea to Get Business Owners Curious About Purchasing Advertising from You”
I love this idea. First thought is how can one incoporate the same principle in trying to land a location???? I am all about simple and this idea sounds simple. Thanks for awesome ideas Dean. August is going to be my month! Jason
Jason5Star
July 30th, 2007
Hi Jason,
Good to see you can visualize how the banner advertising can be packaged into your marketing and sales for the business card advertsing opportunity.
In regards to getting locations, well it may be alittle tougher because your not really making money from the location in terms of cash into your pocket, but you do need them to make money. So my thought to your above question is that maybe you can use banner advertising in your deal in exchange for locations if it’s the type of place that can offer you multiple business card displenser locations. For example, a small shopping mall that has good foot traffic may be able to offer you 5 locations for your displays throughout the mall in exchange for one week per month in your advertising banner, or something to that effect.
If this particular idea does work for you, you can then own multiple advertising banners around town… which would also work as a seperate advertising small business opportunity for you. A percentage of people will prefer the banner over the displays, but that’s the power of diversifacation within the same industry!
Phew…lots to think about…lots of options!
The best thing to do is find what starts working for you and stay focused on it… drive the business like a rental car… hard
All good!
Dean
deanc
August 2nd, 2007
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This above idea to approach potential clients seems to work fairly smoothly. I’m not here actively seeking clients, but when an opportunity presents itself i’ll always take it to see what objections come up.
I was just talking to a computer programmer about getting a basic program made, and when he gave me his business card, I hit him with the same line as mentioned above to get five business cards from him instead of one.
Do test this idea, I think you’ll be pleasently suprised at how smooth this process is. Actually, not one objection so far, and more importantly i’ve met the potential advertiser face to face and he knows who I am (Trust and rapport is already built before asking for the $$$… Perfecto!)
Test it if you haven’t already, it works.
Thoughts and comments welcome.
Dean
deanc
July 30th, 2007