TIP 24 - Visiting A Potential Location For The First Time

New distributors are sometimes nervous about their first meeting with the managers of potential locations. Since some longtime distributors may also be uncertain about how to best handle this first impression, here are some important tips:

Since first impressions really are so important, dress properly—even though you don’t have to do any selling, this is a business meeting, so show the management that you are professional. Arrive at your appointment a few minutes early, and be sure to look around at neighboring businesses before going in. Is there a fast-food restaurant nearby? Or are they far away from any grocery or convenience store?

Once you enter the potential location, if you have the opportunity before your meeting, look around the office. You’ll already have a report from the Business Builder Department, but “eyeballing” the office can be a tremendous advantage for you. Look at the employees’ desks. Do you see any wrappers or beverages?

Believe it or not, wastebaskets contain a great source of information! As you look around, you may spot snack wrappers and empty beverage containers in employee wastebaskets. This allows you to begin to “menu” the office: “She loves Doritos; seems like he’s big on M&Ms and Pepsi!”
If there’s an existing snack or beverage service, remember that the management is interested in your service—they have already responded to your mailing and were interviewed by the professionals at Natural Choice. For instance, if they have an honor box, or a Coke or Pepsi machine (usually at larger locations), check the number of selections, brands, and types of product available.
Also check which products appear to be selling well, and especially check the current prices. It’s very important that you do this, if you can; it can be invaluable information for you when you discuss your service with the management as well as later, when you begin to service the location.

It may be difficult to check the area out before you meet the management, but be sure to do this after the meeting, if at all possible. While you check out the facilities, ask yourself: “Will my Refreshment Center be safe here? How many potential customers could get access to the machine during the day? Would my equipment be better in this area, or over here where other customers could use it?” and so on. Check for an employee break area, and be sure to find out if there is a microwave, coffee maker, hot and cold water dispenser, etc. The answers can help you when discussing your service, and have a great impact on the types of product you provide, when and how you service your equipment, and more.

Be sure to especially check out the area where your equipment will be placed. Is there an accessible grounded outlet to plug in your Refreshment Center? It’s not recommended to use an extension cord; will this be a problem? How easy will it be for you to get to the equipment when you come to refill? Remember, you’ll be there at least once a week, so be sure to ask if the manager prefers you to use a certain entrance or route through the building, preferred times of service, and so on. Also be sure to ask about easy parking!

Some distributors, particularly in downtown urban areas, prefer to service their route at night or on the weekend. Since you can be bonded, discuss this with the management if this is an option for you (and for them). If you’re unfamiliar with the bonding process, ask your BBD representative.

If you’ve had a chance to check everything before you meet the management, great! If you haven’t had time, don’t worry; walk around the office with the manager and check things out while you chat. You’ll find that most managers will be impressed with your professionalism and enthusiasm, and this can get your new business relationship off to a great start!

 

 

 

 

Dana Bashor