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

23 replies
As I'm expanding my current client base I've decided to start approaching some larger clients and professionals. Quite a few of them have seem interested but on the same token I've gotten quite a bit of this:

"Do you have a packet you can drop off that we can review?"

I'm now interested in putting together a packet of information in regards to what I do and was curious what my fellow Warriors are putting in their packets, etc? Do you put your pricing plans? Do you make an individual packet for whatever business your targeting? Do you have a generic package that you just drop off for a potential client?
  • Profile picture of the author myob
    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.
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  • Profile picture of the author Doran Peck
    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
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  • Profile picture of the author Creativegirl
    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.
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  • Profile picture of the author Tiger_Claw
    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.
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    • Profile picture of the author Mr. Subtle
      Originally Posted by Tiger_Claw View Post

      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.
      From The Sandler Rules:


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  • Profile picture of the author John Durham
    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.
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  • Profile picture of the author WillDL
    I am apparently an exception. I want it in writing. If I ask for it in writing I am considering it.
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    • Profile picture of the author John Durham
      Originally Posted by WillDL View Post

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

      I think you are misreading my whole premise Will.

      We have had this conversation before somewhere Im sure...

      The exception in the case of cold calling is the one who will do it on a one or two call close... most want more information. Still you land more laydown sales than you do follow ups, until you have piles and piles of follow ups built up... OF VARYING QUALITIES.

      The exception Im referring to here is this:

      9 out of 10 "drop offs" are just people wanting to get you off the phone. A "drop off" is different than an "appointment"... most lead to nowhere. Yes you are the 1 out of 10 exception.

      If anyone can argue with that... then I lay my briefcase before you.

      Again, thousands of companies prove everyday that "Just because I personally wouldnt do something, that doesnt mean millions of other people wouldnt".

      We cant judge what our market would do by what "WE" would or wouldnt do.

      Not everyone would accept or turn down an offer just because YOU would.

      • Alot of people said they would NEVER buy wallpaper border in a million years.... but Walmart did.

      • Alot of housewives say they would never use it... still somehow 10's of millions of rolls are sold every day.

      • I personally could not be sold an eyebrow ring... but that doesnt mean millions of others wouldnt buy them from you like hot cakes.

      • ALOT of people would never buy from Jason Moffat because he lacks the pretentious gene.... but still THOUSANDS of others do, and they wouldn't think of buying from anyone else...!

      • Alot of people would NEVER EVEN ANSWER THE DOOR for a door to door salesman, but still 100,000 door to door salesman make a 6 figure income every year!

      Most men see life only from their own perspective... a KINGS perspective must be broader...

      These major corporations are KINGS. They see how "others" buy, and not only how "they" would buy, and so their market is broader than yours lets say.
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    • Profile picture of the author SamyE
      Yep,

      This is usually a brush off. I usually just tel them. "you know, usually when I am asked for a packet it really means NO. What exactly do you need more information on.

      The stay quit and wait for them to respond. He who speaks 1st looses.

      Now they can either confirm that they really have no interest and you can quickly move on with out wasting time with a packet, postage, and running to the mail box.

      If they respond otherwise, it will force them to clarify exactly what the need more information.

      Another variation I use is " Because each business is different and I only provide custom tailored solutions I do not mail out information packets. Tell me more about what you need more information on ?
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  • Profile picture of the author WillDL
    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.
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    • Profile picture of the author John Durham
      Originally Posted by WillDL View Post

      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.
      You are that rare man with integrity then. Most people will waste your time and ask you to drop off even if they have no interest.

      Kudo's to you for respecting peoples time and only asking for a drop off if you are truly interested.

      I hope the seeds of integrity come back to you and people dont waste yours either.
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      • Profile picture of the author WillDL
        Originally Posted by John Durham View Post

        You are that rare man with integrity then. Most people will waste your time and ask you to drop off even if they have no interest.

        Kudo's to you for respecting peoples time and only asking for a drop off if you are truly interested.

        I hope the seeds of integrity come back to you and people dont waste yours either.
        It has nothing to do with integrity. Why would I waste my, your, and the nice young lady who keeps the crazy people from getting me on the phone, time asking for something I wasn't interested in?

        Do people have that much trouble saying no? BSing someone only leads to them bothering you again.

        Edit: It might also be worth mentioning, "packet" and "proposal" are different animals. If someone dropped off their brochure, after I'd asked for a proposal, I 'd probably say, "What the #*$% is this $&!^," toss it, and never think of that person again. If they called and asked, I'd probably explain, but it has never come up.
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        • Profile picture of the author myob
          Originally Posted by WillDL View Post

          Do people have that much trouble saying no? ...
          Yes. ...........
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          • Profile picture of the author mysterrio
            Originally Posted by myob View Post

            Yes. ...........
            The thing is - if you give them an out that will take it. Remember this - NEVER take a NO from someone who was not in the position to give you a YES in the first place.
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            • Profile picture of the author mysterrio
              Originally Posted by mysterrio View Post

              The thing is - if you give them an out that will take it. Remember this - NEVER take a NO from someone who was not in the position to give you a YES in the first place.
              Originally Posted by WillDL
              Do people have that much trouble saying no? ...
              This was in reply to the question: do people have that much trouble saying NO.
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            • Profile picture of the author John Durham
              Originally Posted by mysterrio View Post

              The thing is - if you give them an out that will take it. Remember this - NEVER take a NO from someone who was not in the position to give you a YES in the first place.
              I will add... never drive across town to drop something off on the word of someone who who is not in a position to make decisions. Only drop off if the "Owner" has verified interest and requested a "proposal".

              I would even add this: Only drop off if the owner is THERE and present where you can personally hand it to them, unless you have had some SERIOUS dialogue with them and they specifically requested it be left with the secretary... and you feel good that they are serious.

              You get more efficient as you go along, at knowing where to put your energy.
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  • Profile picture of the author WillDL
    That's sad.
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  • Profile picture of the author John Durham
    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.
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  • Profile picture of the author mysterrio
    Originally Posted by Tiger_Claw View Post

    As I'm expanding my current client base I've decided to start approaching some larger clients and professionals. Quite a few of them have seem interested but on the same token I've gotten quite a bit of this:

    "Do you have a packet you can drop off that we can review?"

    I'm now interested in putting together a packet of information in regards to what I do and was curious what my fellow Warriors are putting in their packets, etc? Do you put your pricing plans? Do you make an individual packet for whatever business your targeting? Do you have a generic package that you just drop off for a potential client?
    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
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  • Profile picture of the author Tiger_Claw
    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.
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  • Profile picture of the author John Durham
    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!
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    • Profile picture of the author WillDL
      Originally Posted by John Durham View Post

      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!
      Might be the best advice you get for just starting out,.

      For some insight from someone that just found out he was in the minority, here is my best guess on separating a brush off info request, from a legit. First, if it isn't the decision maker, it's a brush off. If it is the decision maker, here's a good script.

      Decision Maker:"Can you get me that in writing?"

      You: "Sure, what's your e-mail address? I'll send you a PDF."

      If they are like me they guard their e-mail almost as faithfully as they guard their direct line. If they aren't willing to give it, it is a brush off. If they say yes, you save the drive across town time AND have a direct access follow up point.
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      • Profile picture of the author John Durham
        Originally Posted by WillDL View Post


        For some insight for someone that just found out he was in the minority...
        That glass was half empty... you just found out you are in the all too rare category of "people who operate with honor".

        Nothing minor about that.
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