Letter to Mr. Jones about Sales Reps

sent the letter, zero response, typical

Did you ever send this letter and what happened?

Just an FYI on the above account.  That was my first call to them, and never did a stop in cold call. I was more surprised that someone would answer that, "We don't accept solicitor phones calls" and then more upset that I was going to ask, "what do you accept", and was hung up on.  The way I figure, is the boss probably does not know what's going with their receptionist.

 

In reference to burning bridges, I'm figuring that there's a lot more accounts in my territory, than what Kathie might have in hers.  Thus if that was the case I would probably not burn the bridge.

I don't think I would have done this unless it were a bridge I was absolutely willing to burn in case they received the message in a negative manner & were offended.  Many of my largest, most profitable clients are ones that I called on for years & even lost out to other vendors multiple times before finally winning their business.  If a decision maker thinks I'm a sore loser or unprofessional in how I communicate to people I hope to do business with, it could definitely eliminate any shot I might have at earning their business when they finally want to make a change.

But we all do the same thing when the ball is in our court.  I get calls all the time from people wanting to sell me software packages with my machines, I blow them off because I know my customers aren't interested....I've asked, believe me.  Besides, the fact of the matter is we are interrupting them with something WE think is important.  I still cold call all the time, but in person.  I get a card, leave a card and a flyer then follow up periodically.  I don't take offense, I am the one asking the favor of their time.  Why in the world would you burn your bridges by calling them out?  I don't get it.

Czech and others who commented: Ty for the comments!!!

 

I've got nothing to lose, and companies that continue to shut themselves off from sales people have everything to loose.  I'm afraid that more and more companies are putting up walls to deter sales people, even when they have  their own sales people.

 

 

 

 

Czech, I was furious mainly because I literally felt the door stop as it touch my nose. You probably couldn't fit a piece of paper between my nose and the door. And she slammed the hell out of it. My nose would have just shattered had it been an inch closer.

Czech, I was furious mainly because I literally felt the door stop as it touch my nose. You probably couldn't fit a piece of paper between my nose and the door. And she slammed the hell out of it. My nose would have just shattered.

LOL! That's hilarious. You have balls my friend.

Art, you've been doing this for years. If anyone has a right to send a ballsy letter like that it's you. After all, what have you got to lose?

 

I love it. I've used something like that several times and some times when they realize they wouldn't want their sales people treated like that they open up.

My favorite are the church's. They seem to be the worst about being rude to sales people. I had one that slammed the door in face and almost broke my nose. I called the pastor the next day and told him that I'm sure if I was coming by to discuss joining the church his staff wouldn't have been so rude and they should practice Monday to Friday what they preach on Sunday. He promptly apologized about 50 times and asked me when I would like to stop by for a visit and gave me everything I could have needed: lease docs, board contacts etc.

I’ve run into this a few times. I figure they’ve found their vendor for whatever service and are “happy” with them. Whether it’s a business friend, friend of the family, or relative. What they don’t know is—how good of a deal are they getting?—or are they getting hosed and don’t know it. I hear this a lot—“They gave me a deal I couldn’t refuse.” This tells me the customer just doesn’t know this market—many of us could have supplied the same deal—and we would have shown you why it wasn’t a good deal to act at that time!



A few have told me—“When we need xyz, we invite who we want to the table” and it probably won’t be my company! But he may be ruling out the very company that would provide excellent local service at a savings of 30% or more against the “big” guys!

JeffR

Great idea

It's a little aggressive, but shouldn't you be if you're in outside sales.  If you've got no way of accessing a DM, in particular through a phone call, what options do you have?  This person should understand your tenacity, I would hope, because his livelihood is based off of others selling.  Good luck!

I don't know Art, makes you come across as a bit of a d**k, if you ask me.  EVERYONE and their dog says they can do this or that and promises the moon...they have been told to refine their value message and lead with that.  Sounds too gimmicky and practiced. I think the best approach is to be real and authentic and lead with confidence and authority.  You will never sell everybody, but those who ARE ready to purchase your widget will remember you.  IMHO.