Wher are all the #@#! decision makers???

Well, I have been doing my first few rounds of cold-calling over the past week -- meaning, FIRST EVER regarding sales of any kind... It's not so bad, and I'm learning a lot! However, it boggles my mind how many small stores and big chains rarely have anyone on site to make decisions on things like advertising, parking lot cleaning, landscaping, etc... In most cases, however, most everyone is nice and helpful and I'm at least given the names and numbers of outside mgmt companies or organizations or whoever I need to contact and in most circumstances, I am left with voice-mail or email rather than a live person... Out of about 25 cold-calls (walk-ins), I met about 4 owner/mgrs and "closed" the 4...
Talking and convincing wasn't the tough part as I imagined -- finding the decision maker is the hard part! Geeeeeeezzzz.... I have a new respect for outside salespeople -- especialy the "cold callers"... It's frustrating and slow, but if anyone knows of any tricks or "call-ahead" phone techniques, I'm all ears!!!

Maybe this reply will survive...

The best way is to call and ask when the manager/owner is usually in. Generally you'll get a response along the lines of 'they're usually in to open the store at...(time) or they're only in on...(days) or only in the afternoons or only on the weekends'.

Your job then is to narrow things down if they mention specific days as in 'What time do they usually go to lunch?' or some such comment. You don't want to cool your heels for 2 hour lunches.

Unless it's an appointment, and the person suggests it, I usually avoid lunch pitches. Lots of folks, particularly in management, like to take a break from people and work during lunch and resent intrusions.

HTH

Sandi Bowman

I'm not sure what you're selling and it'd be interesting to know.

But maybe the first question should be whether that decision maker is available...

It sounds like your closing ratio is great though!

You might try this send a brochure about the things you want to do for this company. Then call and ask if he or she receive the message. No matter what the answer tell him about what you do for the company.