Gordon,

Would you mind providing a little more info as to 'When and How to do the drop in?

Thanks in advance

Terry (Houston)

"If I drop in (and thanks to Dan Butler for teaching me exactly WHEN and HOW to drop in)...then I have the list of potential advertisers with me"

Let me explain. The list I got from the
> library were potential
> "sites"...places where a daily
> special board (and it doesn't have to be a
> menu board either) could be placed. These
> are the TARGETS and they get sent my 5 piece
> package with 4 x 6 pic and HOTSHEET, letter
> with dollar attached, and two page special
> report on sales psychology behind a daily
> specials board.

> This is then followed up with a phone call
> and/or a visit. If I call on the phone, the
> only think I'm after is an appointment. If I
> drop in (and thanks to Dan Butler for
> teaching me exactly WHEN and HOW to drop
> in)...then I have the list of potential
> advertisers with me.

> NOTE, I never refer to them as advertisers.
> I call the board owner the HOST, and the
> board is a Display. Semantics? Yea, but that
> is what marketing is all about (in my
> opinion).

> What I found out is there is a HARDCORE
> group of businesses that spend money
> advertising on a continuous, constant and
> repetitive basis.

> Just listen to morning radio and keep the
> monthly ad mags and you'll see the pattern.
> I've got 23 of these PRIME advertisers
> identified for my area...meaning businesses
> like Auto Dealers.

> Then there is the SERVICE group that fights
> for attention, the plumbers, air
> conditioning, electricians, roofers.

> So I have a piece of paper with columns on
> it on both sides. Accountants. Auto.
> Insurance. Bank. etc. etc. and I go down the
> list with the owner and here is my sales
> pitch:

> "Mr Owner, imagine going to see your
> lawyer and in her lobby was a sign that said
> Eat At Joe's...wouldn't you feel just a
> little snubbed? Well, so will your lawyer if
> he comes here to dine and sees some OTHER
> attorney's business card in your
> place...let's give him the first right of
> refusal. If he says no, OK, I'll locate a
> different attorney...but there will ONLY be
> one on display, fair enough?"

> At that point I simply go down the list.
> You'll come away with a couple of dozen
> names, and then you follow up with that. I
> use a HOTSHEET and a picture of the sign
> along with a "lift" note from the
> owner (a large yellow post it with a
> pre-printed in blue script message and
> his/her signature in matching blue ink...all
> he has to do is sign autographs for a few
> minutes).

> It is VERY powerful. And Don Alm gets ALL
> the credit for it, in fact, I don't really
> deviate that much from exactly what Don
> shared with us in the beginning. I'm sure he
> covers this on his video, and if you are
> thinking of doing this, it could be a great
> investment too.

> BE PREPARED. I'm a professional, and so I
> am.

> There are two lists...ONE is a list of
> SITES...the other is a list of REFERRALS and
> if the owner can't or won't provide (hasn't
> happened yet) potential display partners,
> then I have a MAP of the area and all
> potential advertisers on it. Like most
> salesman, I make my money by being prepared
> BEFORE I make a call, then I just put it on
> auto-pilot and go see the people.

> Does this help?

> Gordon Alexander