A "Rant" in Sheep's Clothing: Deep Thoughts from Multi-Line Rep Nowell Wisch
Today, I'm lucky if I can get three "key" appointments in a week. This makes it necessary to change how I do business with you and what we both can expect from each other. Today, I throw a dart at the map, hit a city, look for distributor addresses and plan a route. I try to do three to five "drop-in" calls a day now, often without a "key appointment" to anchor the day so I therefore "have to depend upon the kindness of strangers."
Worse than that, however, is that even when we get a meeting, we only get about 10% attention from the participants. In a lunch meeting I recently had, out of the 11 sales people employed there, only six bothered to stop by and only two weren't texting or checking email on their phone during my presentation. As my friend Jeff would ask, "Really?"
Yes, really. I spent $130 dollars for pizza, drinks and salad and had two people pay attention. At $65 per person, that isn't a great return on the investment. I spent $260 last month for a rep show in Las Vegas that had 31 distributors attend and 24 of those spent five or more minutes with me discussing specific pieces of business. Doing the math, I figure that each contact cost me about eleven dollars and I will probably see more than five thousand dollars in business, which will net me about $250 in commissions. That almost pays for the day and there will be residual sales that will help me show a profit sometime during the rest of the year. If I could do a show every week, I would be far ahead in the game over time. Even from my client's perspective, the time spent with me is a win because in less than two hours, they came away with a dozen or more ideas and solutions for problems that might have taken them days to uncover by conventional means.