October 2nd, 2009 by Bruce

Let’s talk about the script for the next step when you go to the location to talk to them about closing the deal. And sometimes it takes more than walking in and presenting your business card. Initially, there is a follow-up process and then other processes that come into play to actually close the deal on the location.

When you go into the location next, you want to close the deal on that location. This is where I am basically saying that I am almost getting close to closing the deal. These people have already taken my information. I have already followed up with the phone call.

They have invited me back to their company so that I can explain to them about vending services. Obviously, they are interested because there is a reason for inviting me back.

If the company already has vending machines there, you need to look at the machines to see what their situation is and if you can further assist them.

Honestly, as a vending operator, there have been times when companies have called me, and they have said, “Can you come in and help us? We have some problems.” Or, “We were looking at different pricing for our vending service, and we want better service, better pricing, etcetera. Can you come in?”

Well, I have been into big companies before. And I would look at the vending machines they have and the pricing. I would ask the person, “What is your service like?” What are they doing? And I would look at them. If I felt that I could not do better from say a price standpoint, I would just be honest and say, “You know what? It looks like you have some pretty good vending machines here.

The machines look good, the prices are set right, and if the guy is coming on a weekly basis or whatever to fill them, everything is all right.” Not many operators will try and come in here and undercut that. In short, undercutting that would be undercutting yourself.

But say you sell a can of pop for one dollar, and the other guy is selling a can of pop for one dollar. The only issue is, “Well, we just want a better price.” Well, you know you will be undercut because you are going to lose profit margin if you start down-pricing your products just to get the location.

The only time I would ever do that would be if the sales volume was really astronomical. I knew that I would still make a good profit margin based on the sales from the product from the machines. I am referring to a huge company. I don’t normally do that, and in some circumstances, I will just be honest and say, “I think you are doing fine as it is.”

Chris Robertson has been a successful vending operator for over 11 years. He teaches people across the globe How To Start A Vending Business in their own local areas. Get Chris’ Free Vending Report today and start learning how to make money in the vending machine business.

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