Monday, April 27, 2009

The Power of Free Trials and Referrals

When approaching someone whose name you've gotten from a customer, do it exactly the same as your canvassing work except for the introduction. Call people first on the phone to set up an appointment, unless it is an immediate neighbor or a business. You may want to say something like, "I'm Bruce from Super-Dooper Water. Mr. Jones gave me your number and said youmight like to try our water service." At this point, there is usually a question on pricing, source of the water and measurement of the cooler. As soon as possible say, "I could bring your cooler over later today or tomorrow. Which would be better?" The alternate choice close is always a good tool.

This passage was taken from Norland's "Success Guide to the Bottled Water Business". To order your own copy go to www.norlandintl.com and select Success Guide on the front page.