> Don,

> I have been trying to get into the
> restaurant market and have been having some
> stumbling blocks.

> Due to the nature of their business and a
> breakfast, lunch, dinner crowd... When is
> the best time to waltz in the door? Mornings
> or mid-afternoon?

A) I contact restaurants 9am to 11am....1:30pm to 4:30pm

> And how do you get past the guards
> (gatekeepers) so you can speak with the one
> who makes the buying decisions?

A) I try to get the OWNERS Name before calling or going in so I can say to the "rejectionists", "Is Joe around?"...instead of "Is the owner in?" which flags you instantly as a "salesman".
If I can't get the owners name I go in and say, "Is the Boss around?"

> Some of these guys have protected themselves
> with employees who could put a football team
> to shame and they sound like a broken
> record.. "The owner is not here... What
> is this in reference to?.. And you are
> with?..."

A) I usually respond with, "I've got a way to bring in more customers"! When they ask, "Who are you with?" I say, "I'm with myself! I just need a QUICK MINUTE to show the boss an idea that will fill this place up!"

> I've got a thick skin but I'm a beginnin to
> wear out. Gots any pointers for us joes on
> the front line?

I am evasive as hell. The name of my business used to be "Impact Advertising". Since I changed it to "Advantage Marketing" I get less of a negative reaction. In never let anyone know I am selling advertising...until I'm in front of da Boss...then I whip out my handy dandy pitch book and Sample of whatever I'm selling and give my "dog n pony" show.

Also...if da boss isn't in I always ask, "What kind of car's he driving today?....what color?"
I then look for his car later as I'm passing by.

I never "spill the beans in the lobby"...I keep hammering on the "bring in new customers" angle.

Don Alm

> - Larry -




Some of my Unique, money-making programs.