Like Picking Dollar Bills Off Trees

...the TIME (here in the Pacific Northwest is 4pm exactly as I start this note)...

THIS morning at approx 7am I headed off to the big city North of me for the purpose of Renewing some restaurant ads in my "Menu Guides that are in Hotel Lobbies".

On the way up (on the Interstate) I saw the sign for a small town of about 8,000 people. The time was about 8am and I "got a flash"...."Their are 2 Good Hotels in this town and most Hotel Managers are usually IN their offices and are OPEN to "Sales-Type" people...before noon. So I, as a "Sales-Type" person...made a decision to pop in on these 2 hotels and see if I can get them to accept my "TV Channel Guide" program.

I pull in and park at the first hotel...grab my Samples and go into the lobby.

The woman at the front desk greets me with, "Good Morning!" I respond with, "Is the Owner or Manager IN?"

She asks; "WHO may I say is calling?"

I respond with; "My name is Don and I would like a "quick minute" to show him/her something...OHHH...what is the first name of the Manager'?

She tells me the Manager's Name is Jessica.

I say; "Ask Jessica if I could see her for a "quick minute"!

She walks to a back office. In a couple of minutes...out comes another woman who says; "Hi I'm Jessica. What is this about?"

I bring out my Sample TV Channel Guides and set them on the front counter and I say; "I provide FREE TV Channel Guides to hotels! These are placed on the desk or night stand, in your rooms and show your Guests where they can find their favorite TV Channels".

Then I say; "These are completely FREE to you...they have your Logo and Channels on the front...along with a Pizza or other Restaurant on the front and...3 or 4 other restaurants or attractions on the back.

MY Tv Channel Guides are going to SAVE your Front Desk people LOTS OF TIME...answering phone calls about what Channel is ??? on....and because your guests are HUNGRY and want to "Know Where To Eat"....I put local restaurants on these.....which also SAVES YOUR CLERKS TIME...and makes your hotel appear more professional.

(As I ASSUME the sale)
All I need is your TV Channel Guide and business card and I will make up a Sample for you to see. (I LOOK AT the manager when I say this and wait for them to go get me a copy of their TV Channels)

They hand me a copy of their Guide....I ask her to give me the name of the Pizza Co she likes AND...the names of a few restaurants she likes to recommend....I thank her and tell her I will be back in a few days with a Sample.

THAT'S IT! (For all you wondering HOW "Direct Sales" programs are put together)

Then...I went to the hotel down the street and got the Manager to give me a copy of their TV Channel Listings AND Pizza and Restaurant choices...and proceed up the road to Renew the ads in my Menu Guides.

Renew my Ads and get back to this small town at about 1pm.

My first call was on the Figaros Pizza owner...who chose to go on the Front of My Tv Channel Guide for the 2 hotels. I then called on 5 restaurants... found 3 owners IN...sold them on a Space on the Back...went next door to one of the restaurants and sold a realtor on taking a space SOOOO....in the space of ONE HOUR...I had signed, sealed and got PAID FOR FIVE SPACES on my Tv Channel Guides....and headed home.

So...thus is the "life" of a "Direct Salesman".

And...even though many of the people HERE, who will be reading this would rather "Try and make money with their PC...on the internet"....I am writing this for the people who want to be making money via "Direct Sales"...."A Day In The Life of a TRUE Direct Salesman"...showing prospective advertisers a Sample and getting orders and checks from strangers.

And...my purpose of this tome is to show that..."IT AIN'T ALL THAT SCARY!"

People in Business ain't gonna bite you! They are LOOKING for GOOD Programs to get customers.

Anyway...thanks for reading

Don Alm

P.S. The TIME...for those of you keeping track of my TIME...is now; 4:38pm Pacific Time.

My Midas Report
http://www.donalm.com

I spent TWO HOURS....from 1pm to 2:30pm selling Ad Spaces....actually 1 1/2 hrs...heading home at 2:30pm.

The TIME is now...4:49pm Pacific Time.

Don Alm

the time from 1pm to 2:30pm is only ONE and ONE HALF HOURS....NOT two hours as I stated in the above.

Don Alm

dot all your "i"s and cross all your "t"s.

Just funnin you. (Hey Pete, could you correct me here)

BTW Don, I personally like selling the way you described. It is a lot of fun to meet new people this way.

What I like is when a new client says, "You know I have a friend who manages a hotel over in the next town. Stop by and talk with them and let them know I sent you."

Thanks again for your posts.

From the Trouse
Woody Quiñones

Those acrylic holders get to be a bit expensive when talking about quantities in the hundreds. A 5X7 runs $2-$3, while larger sizes run upwards of about $5 each.

Would a tabletop tent like you find in restaurants (Big Boys comes to mind) advertising deserts and such be a better way to go? Haven't had any luck finding these online so I don't know what they would run. Or would this be something you'd find at a print shop?

What are those anyway, laminated, high gloss card stock, or light weight display holders?

Thats a great post....I know how simple it can basically be as I've done it myself plenty. Calling on businesses with programs that help them is rewarding for ALL parties. Most small biz wouldn't advertise AT ALL if it weren't for salespeople calling on them!

Don, are you sure you did not account for any bathroom time, in your schedule?

ha!

What makes THIS thing "so easy to sell...so fast...is"....the Managers of the Hotels who agree to accept my Tv Channel Guides....GIVE ME THEIR LIST OF WHO THEY WANT ON THE GUIDES!

They give me their favorite Pizza Delivery Cos and other Restaurants... AND...THIS is KEY;
"They give me the NAMES of the Decision Makers at each business so that when I call or go to the referred businesses....I ask for the Decision Maker BY NAME....and tell them that;
"I'm working with Joe Manager over at the Best Western. Joe told me to CONTACT YOU FIRST before anyone else. Joe would like to have YOU "on my displays in his rooms over at the Best Western."

I'm talking psychological POWER here!

I'm NOT going in as a "Stranger" here...I'm going in with the CREDENTIALS and TESTIMONIAL of a local business person....recommending the prospect join in MY program.

It's HARD for prospects to turn me down.

However....nothing is 100% and I do lose some. BUT...5 outa 8 is pretty good results.

Don Alm

Had a funny thing happen yesterday when calling on a potential advertiser.

Most of the time, when I walk into a business cold, there's a "gatekeeper" who responds (after I ask to see the owner) with....
"What is this in reference to?"
I say, "It's in reference to bringing in MORE customers!"
She responds with, "Whom may I say is Calling?"
I say, "Just tell him/her that "Mr Patel at the Comfort Inn told me to stop by! My name is Don"

She then, usually responds with, "Who are you with?"
I then, usually say, "I'm with MYSELF!"
and the gatekeeper, usually, just goes to the owner and says, "There's a Don in the lobby who wants to see you."

However, yesterday, this gal goes into the boss's office (She keeps the door open so I can hear from where I'm standing) and says, "There's a Don with "Myself" in the lobby, who wants to see you."

The boss (Who has a great-sense-of-humor) realizes his "young, inexperienced receptionist" has just been "had"....yells out at me, "Hey! Don with Myself...come on in here!"

I've only had this happen a couple of times before and when it does we ALL get a charge out of it....sometimes making the receptionist embarrassed.

All in the "Daily Experiences of a Direct Salesman". I should write an ebook on "How To Make Cold Calls for Cash"!

Hey! That doesn't sound like a bad idea...sounds like a good idea.

Don Alm