One thing that has always bugged me while working in this industry is the sales reps that come round to your business premises trying to get you to change to a different supplier!
First of all, if an installer wanted to use a different supplier, surely they would go and contact one which they preferred? Not choose the next one that comes through the door handing over half a tree’s worth of half arsed brochures and promotional price lists! A busy office doesn’t want to be disturbed by traveling sales reps hoping to chance their arm at grabbing some time with the purchasing manager or the MD!
So, once they’ve left half the Amazon rainforest on your desk, that usually doesn’t stop there. They have taken a card with your company’s details on then proceeds to ring up very frequently over the next two weeks asking to speak to the MD or Manager or whoever is in charge of deciding which product you use. We never let them through. If we wanted their products we would have come to them in the first place!
Some of the reps I have come across both in person or on the phone have been very arrogant and very pushy when they start to sense that we’re not interested. By challenging the company they have contacted as to why they are not interested, is not the best tactic in the world to get their attention. Personally, I proceed to put the phone down on people when they start telling me I am stupid for not looking at another option. Telling me I’m stupid is not going to work.
When will these business and reps get the idea? Randomly turning up to a business or constant cold-calling isn’t working and just serves to annoy those they are contacting. I don’t mind direct mail. It’s not pushy and we can read the literature in our own time, then we can make a decision as to whether we are interested or not.
I am writing about this because a plastics company has been contacting us on a very regular basis and just isn’t getting the hint. He has asked for constant meetings with the MD, sending us numerous bits of literature we just simply don’t want to read and if I answer another phone call to him I am just going to put the phone down straight away.
Does this bother anyone else?
Maybe you should stop hinting and tell him your not interested!! By not being honest with the guy your wasting everybody’s time!!!
I had a rep from Yale come in once. The start of the sales pitch went “you’ll love our new door lock, it’s cheap and made in the far east” (forgot where exactly). I said sorry no thanks, and he got the right hump, and stormed out. We now have an intercom system on the door with a notice saying “reps by appointment only”
Whats it like making windows out of Premier Sekura, using Cego Hardware and a 4 roller doorlock. Unfortunately for you, you DON’T read direct mail, you DON’T respond to adverts in press/mags, you rarely respond to e-mail. AND you won’t buy anything until you’ve had a negotiation face to face to SEE the products you MIGHT be interested in. So, unless you drive a new Datsun Cherry, have bought a new kitchen from Texas and a bedroom from MFI, then give a rep the time of day and your business will benefit with new products and innovation. If nothing else… Read more »
I have to agree with some of Robs points here DGB.I do understand yours and i must be honest i also get allot of cold calls however we are a loyal company and just don`t jump ship to another supplier without giving it allot of thought! but just give them the time of day,look at what they have to offer, if its not for you just say so…..If they don`t like that then that`s fine but everyone knows where they stand.
Rob – the supplier we use do a second range, cheaper than the one we use at the moment, totally different profile, we just choose not to. We have been happy with our manufacturers for a long time and their products continue to improve. One of the points I was trying to make was the arrogance of some reps and their sheer cheek to get angsty when we tell them they are not interested. If we were in the market place for new products, we would go to the market to see whats out there. Let me give you an… Read more »
Reps might have a job to do, but they always start “I can save you money”. I then turn off. They do not know what I am paying and therefore can not say they will save me money. A few weeks ago a tweet was forwarded on asking any supplier that could sell a quality product without using above comment to email me. Not one was received.
All sales reps should have pride in product and sell not give away.
Having spent many years building up trade work I can honestly say pretty much all of my customers came from cold calling companies. It’s all about the approach and in most cases getting over the Rottweiler receptionist who thinks its her (misinformed) duty to keep people way from the MD! The only person who is interested in any new product is the decision maker or whoever has vision to look at new product to and innovations and is driving the business forward and it’s certainly not the receptionist! So if the rep has ended up with someone who can’t make… Read more »
DGB, your point is well made, and I agree that there are some bloody awful reps out there in both hardware and profile and probably every component you fella’s use. These are the idiots who make it difficult for the talented ones who can engage with most and move a cold call/appointed call to the next phase of the sale. The opening line ‘I can save you money if’ is terrible and if I was riding shotgun with him he probably wouldn’t last the month. The only advantage I have is if my reps are drawn on price early doors,… Read more »
just have a sign saying business cards and letterheads available to all reps £25
you might sell a few !!
nothing wrong with cold calling its called business