Yesterday, I mentioned that I’m all for prospecting on Saturdays and promised I’d break down exactly how I used to do it. Well, here is my personal playbook.
ok, So It’s Friday afternoon, the clock strikes 5:00 PM, and it feels like the entire payment industry just completely clocks out for the weekend. The competition goes home, assuming business owners have checked out too.
But if you want extraordinary results, you have to do what ordinary reps won’t.
I haven’t hit the pavement on a weekend in a few years now, but this strategy is completely timeless, and I know for a fact it still works today. If you want to inject some serious volume into your pipeline, here is exactly how I used to crush it on Saturday mornings.
My Saturday Go-To Verticals
Instead of targeting corporate offices or white-collar businesses, you want to focus on the fixers, and local staples found at mom-and-pop owned repair places—specifically auto repair, transmission, tire, radiator, and local family-owned service shops where the owners’ guards are completely down.
Step 1: The Bait (Don’t Skimp on the Bear Claws)
My day always started early—usually between 7:00 AM and 8:00 AM.
Before hitting my first shop, I’d swing by a local bakery and buy 4 to 6 half-dozen boxes of fresh donuts. Don’t just get the cheap, basic variety pack. Get a solid mix of glazed, chocolate, and a few bear claws. Trust me on the bear claws—it’s a mechanic’s favorite.
Step 2: Ditch the Suit
I always left my slacks, button-down shirts, and leather briefcase at home. It’s Saturday. If you walk into a garage looking like a corporate executive, they’re going to assume you’re an inspector, an auditor, or someone there to give them a headache.
I dressed in casual Saturday attire: a clean polo or a nice t-shirt, shorts, and comfortable shoes. You want to look like a regular guy who just stepped out of his own garage, not a predator looking for a signature.
Step 3: The Cold Walk-In
For me, these were almost always unannounced, cold calls (though it also works incredibly well as a follow-up if you dropped by earlier in the week and couldn’t catch them).
I’d walk right into the front office or the service bay with the donut boxes right out in front. When the owner looked up, I’d hit them with this exact line:
“Hey there! I’ve been meaning to come by and and so this morning I decided to bring some free donuts to share if you’ve got the coffee.”
Spoiler alert: They always have coffee.
The Magic of the 20-Minute Conversation
Once they agree, the pitch isn’t a pitch at all. It’s just a conversation.
I would tell them, “I just need a few minutes of your time—just enough time to eat a donut and drink a cup of coffee with you.”
- Donut Box opens
- Guard Drops
- Real Conversation happens.
I’d ask about their business, see how their week went, and then pivot gently into their processing. By the time we finished that donut, I’d earned the trust required to look at a statement or talk them into dual pricing.
The Verdict? A 70% Close Rate.
When I ran this exact blueprint, my close rate was around 70%.
Why? Because I showed up as a human being, brought value to their morning, and proved that I respected their grind enough to work on a Saturday too.
If your pipeline is looking a little thin heading into July, grab a few boxes of glazed and over the next few weekends and go make some clients. The competition is sleeping in—make sure you’re cashing in.
Happy Selling,
David
