Page 14 - Ad Spot Local Sellers Guidebook (v1.1) Digital
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about what they are currently doing to get new customers
in through their doors.
“I know your busy, so I won’t take up a lot of your time.
What are you doing in terms of marketing at the moment?
In other words how are you currently getting new
customers through your doors?”
At this point you’ve got them engaged in a conversation
with you, not a one-sided sales pitch. This is important
to establish trust and minimize them shutting you down.
They may respond by saying that they are not doing any
marketing, that they are not interested in marketing right
now, or even that they are already marketing. If they say
any of those things you can respond with something like:
“Well here’s where we’re a little bit different. Have you heard
of EDDM?”
If they say they know what that is, proceed to tell them
about our services. Otherwise inform them of what it is.
