Is it just me, or have we all gotten a little… comfortable?
Lately, I’ve caught myself doing something that would have horrified the “hungry” version of me from 10 years ago.
I’ll pull into a massive shopping center, walk straight into my client’s shop, drop off paper or shoot the breeze for ten minutes, and then walk right back to my truck.
I ignore the pizza place next door. I walk past the boutique two doors down. I drive right by the hair salon on the corner.
I’m literally leaving money on the sidewalk.
The Evolution of the “Selective” Salesperson
When I first started in merchant services, I was a hungry. I would walk into every single door in a plaza. The only time I’d skip a suite was if it was a real estate office or an insurance agency.
But if I knew then what I know now, I would have walked in anyway. Those “service” businesses use our services too! Somewhere along the line, “efficiency” became an excuse for laziness. We tell ourselves we’re just too busy for a cold drop-in, or we don’t have the right “headspace” today.
The “Paper” Trojan Horse
Here’s a trick I’ve mentioned before. It’s the easiest way to break the ice without looking like a “salesperson” immediately.
I started carrying a couple of extra cases of thermal paper in my truck. Now, when I’m visiting an existing account, I grab two or three rolls and my business card before I walk into the business next door.
The play is simple: 1. Walk in and introduce yourself. 2. Hand them the rolls and your card. 3. Say: “Hey, I’m the local rep for the shop next door. If you ever run out of paper or need a quick refill, I’m just a phone call away. I can get it to you way cheaper (and faster) than whoever you’re ordering from now.”
Why This Works
By offering paper, you aren’t asking for their processing business—not yet. You’re using paper as a marketing arm. You are solving a small, annoying problem (running out of supplies) to build a bridge toward solving their big problem (high processing fees).
It’s low pressure, high value, and it puts your face and your card in their hand, and you make a little money.
Our portfolios don’t grow by magic; they grow by volume. We are already doing the hard part—getting out from behind the desk and into the field. Let’s stop passing up the opportunities that are staring us in the face.
Next time you’re heading back to your vehicle after a client visit, don’t just leave. Grab a few rolls of paper, take a look left, take a look right, and walk into one more door.
Happy Selling,
David
