Hey guys,
We just started going out on sales calls and I have a few questions regarding new accounts. I've noticed that it is usually pretty hard to find the person who can actually make the final decision to buy our beer. On top of that, they always want a sample, so we have to schedule a meeting with that specific person. Some of them don't answer the phone, don't respond to voicemails, and are simply hard to track down in general. I'm just wondering what strategies you guys use to make this process more efficient.
Currently, my strategy is to call the account by phone and ask who makes those decisions and try to get their contact information. Then I try to schedule a meeting where I can bring samples and hopefully close the sale. When I have an appointment, I try to contact any other accounts that are nearby and see if I can schedule a meeting around the same time. If not, I will just pop in to see if they might be there and leave a few business cards. Does this seem like a reasonable strategy? Any tips or recommendations?
Also, a very common excuse I am getting for not placing the order now is that they have to finish a keg off first. They say they will call me back when that happens, but I'm sure very few of them actually do. My strategy for this is to call them back a few days after the meeting, but I don't want to start annoying them by calling too much. Anyone have any tips or strategies for dealing with this?
Thanks for any help.
Cheers!
We just started going out on sales calls and I have a few questions regarding new accounts. I've noticed that it is usually pretty hard to find the person who can actually make the final decision to buy our beer. On top of that, they always want a sample, so we have to schedule a meeting with that specific person. Some of them don't answer the phone, don't respond to voicemails, and are simply hard to track down in general. I'm just wondering what strategies you guys use to make this process more efficient.
Currently, my strategy is to call the account by phone and ask who makes those decisions and try to get their contact information. Then I try to schedule a meeting where I can bring samples and hopefully close the sale. When I have an appointment, I try to contact any other accounts that are nearby and see if I can schedule a meeting around the same time. If not, I will just pop in to see if they might be there and leave a few business cards. Does this seem like a reasonable strategy? Any tips or recommendations?
Also, a very common excuse I am getting for not placing the order now is that they have to finish a keg off first. They say they will call me back when that happens, but I'm sure very few of them actually do. My strategy for this is to call them back a few days after the meeting, but I don't want to start annoying them by calling too much. Anyone have any tips or strategies for dealing with this?
Thanks for any help.
Cheers!
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