A "Rant" in Sheep's Clothing: Deep Thoughts from Multi-Line Rep Nowell Wisch
In contrast, I did a drop in on a prominent distributor and took a chance that he would give me five minutes. He did and I stretched it to 40 more because we discussed specific needs of several thorny "on my desk right now" client needs that required solutions. I left with a reasonable expectation that there might be three sales resulting from this meeting and they could run to the tens of thousands of dollars in business. More importantly, he sat with me and left his texting device on his desk so our time was focused and productive. The cost to me? $11 for parking and a cuppa Joe... great ROI dontchathink?!
I know that everyone doesn't have time to see me when I appear on the doorstep, but if they do take the few minutes they can spare, I can usually justify the visit with a concrete example of a solution for a problem. Even if the solution isn't for a supplier's item that I represent, they win, often big! For example, I recommended a pen from one of my lines in a recent meeting. The distributor was excited because she had not thought a simple pen would be a solution. When she made the presentation two days later, the client loved the idea of a pen even though they didn't like mine. She sold a different pen and wrote a several thousand-dollar order and I am now a welcome intrusion on her otherwise busy day.
Sing it ... "All we are saying ... is give reps a chance!" If a rep shows up, announced or not, the five minutes might turn into a half hour of productive time discussing client solutions to a client need that might not have been evident in the privacy of your own mind. I'm not asking for a blanket permission to drop in any time, all I'm asking is give me an opportunity to do my job ... helping you get rich and service your customers. Most of my fellow reps are longtime members of our elite industry and we bring a wide range of experience to your table. We want to help you win. Let us do our job, please.