An interview with Larry Towner of Service Group International
How do I get more vending accounts?
Are your current accounts close together or spread out? Think about geography. What’s in the neighborhood? Look for at least 20 people in a location, for example look at the number of cars in the parking lot.
How do you get to the decision maker at that location?
Rather than talk to the secretary, go around to the back or to someone who works there to learn about the status of their vending and how happy they are with it.
Tip: Make a sales call a day.
When you talk to an employee at a potential location, this is market research.
A: Do you have vending?
B: Are you happy with it?
These two questions will tell you everything you need to know when prospecting.