"Do you have a packet you can drop off?"

That's really just a very common brush off. For larger corporations there are usually several decision makers. You need to get them all in together at once for a presentation and demo.

While in some cases it is a lesser form of a brush off, but the psychology of what is happening is they want to keep the whole soliciting thing on their terms. People are just way more comfortable looking over stuff ontheir own time, in their own space.

If you do have a packet, and can get it to them ...You've just kept yourself in the game, and likely a solid one-up on any competition you might unknowingly have.

I use sample packs all the time. I drop them off once in a while, but mostly I mail them. They are my main source of new client traffic. It also allows me to choose my clients. Of course with my liine of work being "Printing" it is almost essential that I have a sample pack with my sales letter.

The thing about printed material ...especially in the IM game...it sets you apart from everyone else and puts you on a whole other level of legitimate.

I think though...if you can swing it...is include a short DVD/Video presentation in the pack. It doesn't have to be a salespitch...which might cause you more anxiety trying to figure out how to arrange it so it pulls....just make it educational and somewhere in there you throw in one of those kind of secret industry reveals. You position yourself as someone who knows how to solve problems and get things where they need to be so that they work well.

DP

Create a packet for follow up to give those who ask. It may or may not be a brush off but you'll never know if you don't follow through. It is not uncommon for prospects who weren't ready to contact you later - but not if you don't follow through.

Alright,

I will put together some sort of package. These are businesses that both responded with the packet request after an initial cold call. I'm not certain if that's a good thing or not. Regardless, I guess it wont hurt to invest in some packages so I can just start dropping them off at various businesses, etc. I'm also thinking about becoming apart of a local showcase and see where that takes me.

All I have to say is that in the appointment setting industry they want "appontments" and it is standard for a client to say "I dont want DROP OFFS... I want real appointments with interested prospects".

So dont take it from me, there's a reason people who buy leads dont pay for "drop by's" or "drop offs".

Meaning: "Could you drop me off a package or some info..."?

There are exceptions and there are rules.

The "RULE" is that its a blow off.

You could spend weeks on end dropping stuff off to every person who says that, nine times out of ten they just want to get you off the phone.

Creative girl has a good answer... just create a standard follow up package that you can send out like a no brainer... then move on to your next call. Keep plowing through numbers.

I am apparently an exception. I want it in writing. If I ask for it in writing I am considering it.

I wasn't trying to make that point again, or be snarky. I really believe that you know your stuff and if you say it, it's true. The receptionst at our firm is trained the two correct answers are "no" and "he's not in I'll give you his voicemail."

I will often ask for a written proposal (by which I mean whenever I'm interested). If I am iffy about someone I ask for the drop off with without an appointment. If I'm fairly presold I ask for a drop off with a follow up appointment X day at X time.

No problem believing that 9 out of 10 are blow offs. I was just surprised.

That's sad.

Yup. Even secretaries "Could you drop off an information packet"? Just to get you off the phone.

The trouble is that seasoned people know the difference, but NOOBS?

They will run every drop off and waste weeks on end and wear themselves out before they even had a chance to succeed.

Thats why I tell them to only focus on those you KNOW are interested, because at first they waste alot of time with the "maybe's" and they cant tell the difference which are worthwhile or not.

They end up spinning their wheels 70% of their time...

Until you are seasoned "Just find someone who says YES"... make that your focus, the rest will fall into play but take it all with a grain of salt.

Keep 90% of your focuse on finding the "GUY" that says yes... and 10% on Call backs and "will calls"...

Ps.

Know that a "drop off" is not an "appointment"... and is usually a shot in the dark.

Okay, now how do we create this pachet and what do we put in it?

First - at the top of the page is a catchy headline
Next is - information
Third - a call to action

For example (and I'll use Magic because I am a magician):

"Make Your Child's Party Unforgetable And Fun"

John doe the magician will make your next event unforgattable by making your child the star of the show - Yada Yada put more copy here.

For more information and a Free gift worth over $10 call XXX-XXX-XXXX

Okay - now in this case the free gift sets me up to go back in with more sales copy at a later date.

The ket to handing out a packet is follow up. When someone askes me for a packet I start to close them right away. :Sure, I can drop of a packet for you review. Who makes the choice when it comes to an opportunity like this, would that be you? (after they say NO) I say something like: Okay, so what is the name of the person in charge so I can design the packet for him or her? (they will give me a name) It goes on and on.

My point here is that sales skills close deals and your packet should be designed towards sales. I even have letters for people who blow me off.

Hope that helps
Mark

Alright,

As always you guys give so much wonderful information. Both of my drop-off requests were done by the gatekeepers. One was for a Dentist and another for a entertainment type business that specializes in setting up theater type systems. I guess I just need to get back on the phone and continue to charge hard. It's just so discouraging to be getting all these people telling me no. I actually had two hang ups today...that was a first.

I wish I could find a way to qualify leads without having to spend a small fortune for them, etc. I might just look into searching for someone to start doing the cold calling for me.

I would spend a FORTUNE sending sample packets over seas to every newby chinese liquidation broker on the planet... if I didnt know how to choose my battles, because they ALL ask for them, especially newbies... Strangley though most of my sales though come from people who just say "email me a manifest and pics".

Thats another industry though...

If you are new, you have to be careful choosing your battles and where you expend your energy.

For now, here's your battle: "Find the business that wants it really bad, as in NOW".

If you dial enough numbers I promise you will find them, and you will create a slew of call backs along the way that you can follow up on.

Drops offs have a 9 out of 10 chance of wasting your time right now. Focusing on plowing through to the guy that says "YEAH!!! I need this , come to my office and lets make something happen"!

He's out there I promise!