Starting strong…Lessons from Covid…

Starting strong…Especially up front

Ten or fifteen seconds can be the difference between welcome or dismissal in that cold call. Here’s what we know: Waste those precious introductory minutes on some nebulous statement and you’ll likely get the second one.

But if you can propose a thought that appeals to that prospect’s real interests, you might just find them ready and maybe even eager to hear more.

It’s called gaining favorable attention. And achieving it is both challenging and completely rewarding. It’s like walking up to the first tee box with three golfers you never played with and hitting one that’s long and right down the middle.

And like that great drive that sets you up to hit the great fairway shot to the green, the right opening statement paves the way for the follow up shot with the welcomed presentation of your idea.

Importantly that idea needs to be something that will be of likely interest to that operator. It might be better results, lower costs, one that could increase their repeat volume, or even lower the number of workers they need.

No matter what you offer as that opening statement, the key to success is that it plants the idea in that prospect’s mind that they might just benefit … if they listen to your idea.

Next up: Saving labor.

Lessons from Covid…Remembered today

We all remember and not very fondly that horrible Covid period and especially all the damage it did to pretty much all of our customers – and by extension to us as well.

But like most unpleasant experiences there’re some lessons that we learned during that episode that might just be of real benefit now – even with Covid thankfully far behind us in the rear view mirror.

Take the obsession we had for sanitizing those food contact surfaces, as well as pretty much all the rest of things our paws touched. If we’ve let any of that awareness fade – and with it our sanitizer sales, now might be a good time to remind those customers who’ve let it slip that good sanitization is also good business.

Ditto for that quarry time kitchen floor that had their attention and the thorough hand washing that everyone religiously practiced and which helped us sell a fair bit of hand soap. Both were good ideas then and still are because all those non Covid bugs are still very much with us.