My promise is that you could make a good living by only calling on existing Gulf/Signtronix customers. You will pick up your share of repeat sales to existing customers but more importantly you will gain valuable information and get great referrals. This is so obvious that we have to think that if this is true, then why are we not doing this now? The answer is that to properly make a professional sales call on an existing Signtronix customer you need a specialized introduction.
Try this one:
“Hi there…my name is ____________. I am your new factory rep and I am working in this area today….saw your beautiful sign out front and thought I would stop in….take a couple of minutes of your time to get acquainted and thank you for your business. I am the factory rep for Signtronix. We manufactured your sign outside. Do you mind if I take a photograph while I’m here? Would you mind coming outside with me so that I can take a picture of you underneath the sign? How long have you had it? It is well designed and the installation is great. Bet you have lots of success stories since you installed that sign, don’t you? Have you written us a testimonial letter about how you feel about our products?”
Point is that the dealer at Signtronix is under no pressure to make a presentation (lite-up). All the dealer is required to do is to get the customer to talk about his business and his sign. We are convinced that if you take away the pressure from the dealer at Signtronix….and the customer….that nature will take over and… BEHOLD…good things will happen.
Teach your dealer at Signtronix that this should be the first call of the day. You drive down the highway and find the area that you are going to work. Look for an existing Gulf/Signtronix sign and start your day.
