1. In this conversation about his existing sign the natural question is “have you heard about our new ______________ which would be a natural for your business? Lets me take a couple of minutes and show you the latest innovation in street promotion.”
2. Even if you do not get a lite-up, you will gain valuable information that you can use in this area including:
A. A photograph of him and his Signtronix sign and a success story to go with it.
B. Who installed the Signtronix sign and how much it cost.
C. Great referrals from a happy customer.
D. You will be able to say to other business owners, “I was just visiting with ______ who
owns _____________which is down the street at _________ and he has been our customer for_______ years. Here is his picture and his testimonial about what our Signtronix sign has done for his business and here is his phone number.” He paid a professional to install his Signtronix sign, and we are very happy with the job they did in putting up his Signtronix sign.
Again, I must emphasize that you tell your dealer this first call is a warm up call to get information only….not to make a sale….just a friendly stop to thank the business owner for his business and to get a picture and information. What you’ve done, of course, is take away the pressure and gave your dealer a task that he will eagerly do. This is a salesman’s dream. He doesn’t have to make sales just has to make friends and take pictures. In reality because the pressure is off he most probably will make sales and most certainly will gain valuable information and referrals which coming from an existing happy customer are even better.
“Leadership is about motivating your people to walk the extra mile, to complete the mission and to have purpose and direction.” ~Tom Johnson
