Shop Foreman: “Boss, the primary shop compressor just went out again. We patched it up for now, but we really need to get a new one.”
The boss relents and now has to decide what to do. Chances are they will go to PTEN magazine and look through some issues at the automotive compressor advertisements, call a major industrial supplier like Grainger, go on Amazon (ugh!), or MAYBE THEY WILL CALL YOU!
Just like making sure my boss knew I was ready, willing, and able to step up, you need to be the person in the front of their minds when a disaster or capital equipment selling opportunity presents itself.
I realize you don’t have the time to track down a senior manager during every stop and they may not even be in the same building but if you get your face in front of theirs at least every other month or so, you improve your chances of getting the call when this company needs something big.
Making these “stop in” calls should include giving them a business card on each call, looking sharp, and especially having an objective. Simply dropping off a promotional brochure is probably not the ticket.
On each call have at least one capital equipment brochure with your card stapled to it. Compressors one-month, fixed storage systems the next, and any other major investment product you can sell them.
If you actually get in to speak with this corporate decision-maker, be ready to let them know you are their source when they need to make a major equipment purchase. Remind them every single time you’re there. I know this constant reminding may sound lame but remember that this person has a lot more than you on their minds. Just keep reminding them you’re there for their needs.
The objective is to get your name and your face in front of the decision-makers so when the shop foreman comes with the next major need the boss says, “Let’s give YOU a call.” You’ve got to get in the game before you can score a touchdown.
