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Locating: Scripts, Objections, Rebuttals, Success.

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I've noticed that all most all the pitches have the caller involved with a charity...do most people do this? I'm starting with one small candy machine and didn't plan to have charity involvement, at least not until I had a better idea of what I'm doing and how much money I'll be making. I also notice I see more non-charity affiliated machines of my type than not...is this a make or break thing to have in place when trying to place machines?

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I've noticed that all most all the pitches have the caller involved with a charity...do most people do this? I'm starting with one small candy machine and didn't plan to have charity involvement, at least not until I had a better idea of what I'm doing and how much money I'll be making. I also notice I see more non-charity affiliated machines of my type than not...is this a make or break thing to have in place when trying to place machines?

 

It all depends.  Typically, when you're locating you either offer either charity or commission terms.  These are most common.  I have gotten a couple locations myself without mentioning charity or commission, but this is not to be expected.  The machines you've seen on location not labeled with a charity are more-than-likely commissioned or owned by the location owner.  If you know someone who owns a business, one which would work well for a candy machine, you could always talk to him/her and you're more likely to get a yes for no commission because he/she is your friend.

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It all depends.  Typically, when you're locating you either offer either charity or commission terms.  These are most common.  I have gotten a couple locations myself without mentioning charity or commission, but this is not to be expected.  The machines you've seen on location not labeled with a charity are more-than-likely commissioned or owned by the location owner.  If you know someone who owns a business, one which would work well for a candy machine, you could always talk to him/her and you're more likely to get a yes for no commission because he/she is your friend.

 

Okay, so it can be either or. I was planning on going the commission way myself, at least for now. Thanks for the clarification! This thread is helpful.

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I am new to locating and am wondering what are some good strategies to use when out "free-styling," as the American Pickers call it. I started out pretty well. On my first attempt I placed 3 machines in one hour.. but here lately I'm having a hard time deciding which kinds of businesses are worthwhile attempts and likely to be successful. I studied the scripts again and feel like I'm saying the right things, but clearly something needs to get better.. thanks for any support, encouragement, or tips you can throw my way!

The biggest thing that I have found is, after you get one yes, have as many machines ready as possible! Once you get a yes, your confidence is up. Once I get one, I can usually get 90% yeses for that day if I don't stop.

Also, if your talking to restaurants, make it from 9-10:30 am, or 1:30-3:30. Any other time and the manager is usually busy getting ready for meals and so on.

For me, almost any location is worth trying with a single or double. Try it for 30 days and see what happens! All it take is one person that as a habit to make it worth it! 

I've had places with 2 employees do 50 a month and break rooms with 100 employees do only 5! 

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Hi everyone, first of all I would like to say what I fantastic thread and forum this is, so friendly and helpful. Secondly I would like to echo bishopvendingservices' request  - any of these tips for locating full line machines rather than bulk would be brilliant. Many thanks!

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You could always do commission AND have a charitable affiliation, too.

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I know it's physically tough to do but I would think showing up in person to a business MIGHT work better

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I always show up in person never had much luck on the phone.  

Good afternoon I am ____ with ___ vending. Is the owner/manager here today. (if no, is there a better time I can reach them)

Repeat first line. Do you guys currently have vending machines? Are you guys completely satisfied with them. 

If yes- That's great. I would love to give you my card if you would ever like to get a hold of me. One thing that makes our vending company so popular is (fill in with what makes your company great) that our prices are 25% cheaper which I'm sure everyone would appreciate and my wife and I own the company so if you have a problem you can call me directly.      If no then find out why and have a rebuttle of how your company can solve those problems.           I've watched Jordan Belfort seminar (wolf of wallstreet) and he has some great tips in there for selling including having bottled enthusiasm and appearing sharp as a tac. 

 

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Much good advice already. I do all my own box placements face-to-face and will just share what works for me:

1) Look good (casual but professional... biz logo or nice T-shirt or polo, clean shave and haircut, etc) and big smile, be very friendly.

2) Have something they want. That can practically sell itself. That something could be good candy, charity contribution, commission, great service, etc. The more the better.

A lot of people use charity connection to try to turn the screws on the potential box placement, but I find that cheesy (and 99% false). They quickly realize you are trying to pressure them, and most people will then resist that. Even if it works sometimes to pimp the charity angle, you still have to look it yourself in the mirror at the end of the day. Honesty is telling the truth, but integrity is being honest with yourself, ya know? It is fine to have a charity, but I wouldn't always lead with it when placing boxes. As for commission, I am too small time and too lazy at accounting. Therefore, I just have good product... and service. I show the quality candy and snacks they'd want at good prices, I tell them I provide good service with re-stocking, keeping them fresh, etc.

...No matter what main selling point you decide on, the key is to establish and maintain the tone of the convo so you are authentic but always explaining to them how you are going to do them a favor. Get it? Instead of explaining why they should let you put your box in their business, you want to offer to bring a good box which will be loved and helpful at their business. If they direct the tone to what you are getting from it, immediately try to flip it back to their benefit. It is all about who is helping who.

Option 1: 'Hello, can I talk to the manager... umm, hi sir, I am helping to collect money for charity X and would appreciate if you would let me put this box of penny candy which will be sold for dollars on your business counter."

Option 2: 'Hi, good morning (to first worker you encounter). I'm bringing these snack boxes to AnytownUSA businesses like this to offer high quality snacks at better prices than most vending machines... right in the break room. I know a lot of people don't like having to walk down the street or drive to get food when they want a snack or forget their lunch. No contract, no obligation, good re-stocking service as needed. I bet that'd help you guys out here?"

I don't do the cheapo candy like gumballs or charity mints, but I would probably sell them as a great way to keep the kids in their waiting room from getting too whiny and keep the parents liking the place.

Basically, it all comes down to who is doing who a favor. It is all about tone. Get it? GL out there guys, you will do well B)

"LAW 13

WHEN ASKING FOR HELP, APPEAL TO PEOPLE'S SELF INTEREST, NEVER TO THEIR MERCY OR GRATITUDE

If you need to turn to an ally for help, do not bother to remind him of your past assistance and good deeds. He will find a way to ignore you. Instead, uncover something in your request, or in your alliance with him, that will benefit him, and emphasize it out of all proportion. He will respond enthusiastically when he sees something to be gained for himself."

   -Robert Greene, The 48 Laws of Power

Edited by FlyGuy
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