How to Find New Customers (Pt. 3)

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  Night2o108/13/08 Report as spam
  1

  RE: How to Find New Customers (Pt. 3)

  Hello,
  I am a young guy with very little experience selling or communicating in a B2B fashion. My family is starting a business in which we are competing with established waste disposal companies--ie: every one of our prospects already has this service being done for them. However, its a peculiar position because the prospects are actually paid to receive this service. It is a small amount in the first place, but we're looking to pay 25-50% more than they're currently receiving. Its akin to free money for them. We also have superior receptacles for the waste (making it a bit easier on their employees).
  
  But like I said, I have no B2B experience. I don't know the first thing about how to approach larger accounts (ie: large chains with locations in my area. Wendys, Olive Garden, etc.)
  
  I've read many of your articles since I found your blog yesterday. I am having trouble putting it into a cohesive picture, though.
  
  Do I call first? Who do I ask for? I'm pretty certain this isn't a matter the CEO of a corporation owning 20 McDonalds is going to hear me out on--or I suppose I'm just intimidated?
  
  When can I send a proposal? This arrangement is fairly simple.. I don't see more than a couple pages to the proposal? I think I'll write it today.
  
  We're completely new to this side of our new business's industry, and have no contacts or existing resources.
  
  Sorry I don't have a definitive question here, but really I am a huge newbie! Your e-mail link on the About Me isn't working or I'd e-mail this instead. I'd like to give you a little more detail in private. Any response would be delightful-- Thank you!
  
  Terren Faloh
  Tfaloh@hotmail.com
  
  PS Thank you for this blog!

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  Geoffrey James, Sales Machine08/13/08 Report as spam
  2

  RE: How to Find New Customers (Pt. 3)

  QUOTE: its a peculiar position because the prospects are actually paid to receive this service. It is a small amount in the first place, but we're looking to pay 25-50% more than they're currently receiving.
  
  Peculiar indeed. So peculiar, in fact, that it's impossible to answer any of your questions without understanding this dynamic further. Please explain.

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  tanham08/14/08 Report as spam
  3

  RE: How to Find New Customers (Pt. 3)

  Holy Cow Terren, you are giving away money and you don't know who to call? Call the head of finance, the CFO, the Controller anyone in finance, they will know the value of more money to the bottom line. Figure out what you are selling, put it to paper..would you buy that value you are proposing on the paper? If not, continue the process until you would jump at the opportunity...you are selling free money, be bold, be confident, and most of all profile where you are different and can make it happen. You seem to have a formula for instant success in the making(all you need is a free gas card?). Free money, too good to be true, but sellable for sure.

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  Night2o108/15/08 Report as spam
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  RE: How to Find New Customers (Pt. 3)

  We are purchasing restaurants Waste Cooking Oil(WCO) from them. Waste oil has become a bit of a commodity these days primarily due to its use in the production of biodiesel. We are going to be manufacturing the WCO into biodiesel locally and selling it to local customers.
  
  There are three or so other companies doing this WCO collection on a wide scale. It varies from each restuarant paying to have it removed, to being paid 8-10c a gallon. We're offering 15-20c/gallon, and we also provide easier to use containers for their employees.
  
  I think I will start writing down a sort of 'script' or conversation guide for myself. With practically no experience here, its very difficult to know where to start or what to expect them to say!
  
  Thanks Geoffrey & tanham.

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  Geoffrey James, Sales Machine08/15/08 Report as spam
  5

  RE: How to Find New Customers (Pt. 3)

  Tanham is right on target. Follow his advice exactly. One thing though -- you've got to blitz this and get it in place quickly, because your competitors will quickly follow suit. You should be making sales calls 12 hours a day at this point, not writing scripts.

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  Night2o108/16/08 Report as spam
  6

  RE: How to Find New Customers (Pt. 3)

  Thank ya.