1109: Practice Cold Calling, you might meet a Governor
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- DSR Live: 1109
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“You miss 100% of the shots you don't take.” -Wayne Gretzky
If you don't make that cold call on a prospect, you’ll never have the opportunity to do business with them.
This is the time of year that most DSRs are out prospecting by making “warm calls,” the ones you’ve set up, and “cold calls,” the ones you didn’t set up, in the quest to meet some operators who could soon be your customers.
When DSR Dave was working in Idaho and had some time to kill while waiting for friends he was riding with to another city 150 miles away. A good friend in the business, Steve from Boise, picked up DSR Dave and his wife from the airport and then spent the next few hours touring the city of Boise.
When Steve brought them to the State Capitol Building, DSR Dave said, “We should stop in and meet the Governor. Do you think he’s there?” Steve said that we wouldn’t know unless we stopped in to see, plus he wanted to show them the building that had recently been renovated. This was a great opportunity to check out the place (of business) and possibly meet the Governor (the guy in charge).
They parked at a meter along the side of the massive, Roman-inspired building (the prospect’s place of business) and walked up the gray marble steps that they later found out (during discovery) were imported from Alaska around 1905 when construction started.
When they got inside, they approached a beautifully wood-trimmed entrance to an office with large gold lettering stating: OFFICE OF THE GOVERNOR. Upon approaching the office, a kind administrator said, “Would you like to see the Governor’s office?” So, the three of them graciously accepted the invitation and walked in and were taking some pictures of the office, when DSR Dave asked if the Governor was in. The administrator said that he was and she would check to see if he was available to say hello. The next thing they knew, the three-term Governor, “Butch” Otter, walked in to shake their hands. After introducing themselves and what they did for a living, the governor, who had been involved in the foodservice world early in his career, was talking “shop” and exchanging names of people they knew in common. The visit finally came to an end when Governor Otter had to answer a phone call from Governor Bush who had been waiting while they finished their conversation.
After meeting “the guy in charge,” they were welcomed all over the Capitol to tour the many impressive areas where government business was handled. Just like at a prospect, they asked many questions to learn more about the “place of business.” Among some of the important facts, they learned about the various Representatives and their chambers and other details like the red marble in the building came from Georgia, the green marble came from Vermont, and the black marble came from Italy (like discovering info. about a prospect’s inventory).
It goes to show every DSR out there that if you don’t make the call on the prospects you’re after, you’ll never have a chance to sell them. There’s always room in your day to make the call on a possibly huge account. You never know what is going on with them or that it might just be the perfect time for your call. But you have to make the call or you won’t have the chance to meet the person in charge… or the Governor.
DSR Dave, his wife Deidre &
Governor “Butch” Otter
DSRs, Be a Resource...and Sell Something!