Walking Does Not Work - Kenny Madden Article
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@scottalanmiller said:
We look to see if they are busy, we don't interrupt someone who is busy because that would mean that we don't respect their business and couldn't be a good vendor for them - something that someone cold calling by phone can't check.
If they have a receptionist who answers the phone, and you know that, you could ask to be transferred to that person's voicemail - in fact you're more likely for me to listen to your voicemail than anything else.
But as Scott mentioned - what are the chances that I want what you are selling at this moment in time, so really, it's mostly if not entirely pointless.
We would drop off information and ask them to keep it on hand or pass it on to the right person who, if interested, could contact us. Sometimes they would grab that person right then, sometimes they would just take the brochure. It was a cold contact but we didn't use the phone and interrupt anyone, we didn't do a "blasting" but literally walked on foot and went in person to each business, generally with two people! We put way more of our time on the line for each contact than the customer did and we were careful not to interrupt.
Why would you take two people if you don't have any expectations of actually talking to someone, other than to perhaps intimidate through numbers the receptionist to calling that IT person to get them to come out and talk?
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@Dashrender said:
Why would you take two people if you don't have any expectations of actually talking to someone, other than to perhaps intimidate through numbers the receptionist to calling that IT person to get them to come out and talk?
Just always seemed to work better, especially in a market where everyone tends to know everyone.
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Dropping off brochures doesn't work with me. They just go straight in the bin.
However, dropping off chocolates or sweets is always appreciated. I'm easily bribed via my stomach.
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@Carnival-Boy said:
Dropping off brochures doesn't work with me. They just go straight in the bin.
Nothing works with most people. To me, at least, the most important thing is doing something that doesn't get us blacklisted. You might not want a brochure that was dropped off, but at least you aren't mad that we dropped it off.
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@Carnival-Boy said:
Dropping off brochures doesn't work with me. They just go straight in the bin.
However, dropping off chocolates or sweets is always appreciated. I'm easily bribed via my stomach.
I don't get these offers much, but a friend of mine does - the offer is to go out to lunch - vendor paid. My friend refuses them because he knows he won't be buying their product and doesn't think it's right to get a free lunch for something he has no interest in.
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@Dashrender said:
@Carnival-Boy said:
Dropping off brochures doesn't work with me. They just go straight in the bin.
However, dropping off chocolates or sweets is always appreciated. I'm easily bribed via my stomach.
I don't get these offers much, but a friend of mine does - the offer is to go out to lunch - vendor paid. My friend refuses them because he knows he won't be buying their product and doesn't think it's right to get a free lunch for something he has no interest in.
I'm the same way, I don't do lunches or whatever with vendors unless I am seriously considering the product or doing something of value for the company (like providing them consulting.)
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Here is a perfect world for me:
NO SALES PEOPLE
Products that I can openly research
Products that have online demos already setup that I can try anytime
Products with clear pricing
Products that offer a free version so I can demo them in my own environment
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I have vendors that reach out to me on a weekly basis want to take me out to lunch etc. I am always honest that I doubt I would buy anything. But most of them still insist on meeting with me. Because I work from home I refuse to let them in my office. They take me out to lunch go through their pitch and I tell them nope.
Taking me out for food does nothing to tell me about your product. Actually a vendor that does that before they get to know me I am usually pretty sure I would never use their product as they waste too much time, money and energy on their sales process. Which means it isn't being invested where it matters.
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@IRJ said:
Products that offer a free version so I can demo them in my own environment
Products that are open source and I pay for support, not code.
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@Minion-Queen said:
Taking me out for food does nothing to tell me about your product. Actually a vendor that does that before they get to know me I am usually pretty sure I would never use their product as they waste too much time, money and energy on their sales process. Which means it isn't being invested where it matters.
I have the advantage that sometimes I get to meet up with actual engineering teams rather than sales people. Once in a while these kinds of things work, but they are not arising from cold calls.
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@IRJ said:
Here is a perfect world for me:
NO SALES PEOPLE
This is a tough one for me. Sales people are important in identifying a need and getting an option in front of you. It's a tough one, but if you rely purely on research it makes existing solutions get an unfair advantage (which hurts everyone.) It means that there is a huge race for mind share or Google share and once achieved it is nearly impossible to unseat.
Not that that does not happen already with sales people, but sales people are a mitigating factor to that. Marketing and research are by far the primary means of getting information out, but sales plays an important role as well.
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@scottalanmiller said:
Marketing and research are by far the primary means of getting information out, but sales plays an important role as well.
Not for me. I'm struggling to think of any product I've bought as a result of sales people. Marketing & research cover everything for me. In fact, sales people are such a turn-off for me, that I'm more likely to buy a product if they don't have any sales and I just talk to an engineer.
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@Carnival-Boy said:
@scottalanmiller said:
Marketing and research are by far the primary means of getting information out, but sales plays an important role as well.
Not for me. I'm struggling to think of any product I've bought as a result of sales people. Marketing & research cover everything for me. In fact, sales people are such a turn-off for me, that I'm more likely to buy a product if they don't have any sales and I just talk to an engineer.
Well I generally agree, I am the same way here. I don't think that in the SMB it matters quite as much. We are far less likely to have a product seek us out to have a conversation, it's too costly to do. In the enterprise space, this is how it works though. Small, new vendor takes a big player out for food and gives them a presentation so that they get their name known.
