How to Start A Vending Business – Listen To Your Prospect To Close More Deals!

September 29, 2009

So the follow-up is that, whether or not they have vending machines, it is important to listen to what they are saying. The main focus is to listen to the person you go to see. Do not focus on, “Oh, I got my machines, I can bring them in here.

Focus on what they are saying, and then adapt yourself to help them, provide their needs, and solve their problem. And that is it. If they do not have machines already, then you go in and say, “You know, a typical place where we could place machines is in the lunch room or whatever”. But if it is a factory setting or something similar and there are a lot of truckers coming in the back, then maybe a machine can be placed in a common area at the back.

You proceed to take some measurements to make certain the machine will fit in the area, and establish that there is an electrical outlet. Measure the doorways to make sure it will go through the doors – some basic stuff. Then you basically tell them, “I have machines ready and available. I can have them delivered in as little as ten days”.

I like to always say, “I give five to ten business working days – which is two weeks, so that you can make arrangements with the mover to bring in the machine.” You talk with them a little about the pricing, or you just say to them, “I will put together a proposal, and I will write in the stuff that we talked about today. Then I will call you back, and we will see if we can get the machines going.” That is usually what the process is.

In conclusion, you go in there, and you talk to them, somewhat finalizing what they want. If they say, “We are ready to go,” then I say, “No problem. I am ready. Let’s do it. I will go and get the machines. I will call you when I have a delivery date set, so that you know when they are coming. Consider it done”. Or they might say, “Can you put together a little proposal for me about what we talked about today, so that I can give it to my boss, or such and such a person who can make a decision on this?” Consequently, if they do that, go home and email them a basic proposal.

Follow up with them again, perhaps three or four days later. And then you say, “I have the machines available. I have a couple of other companies that are interested, and I need to try and get confirmation from you whether you are going forward with these machines or not – the ones I quoted you on”.

Right? So, that is how you create urgency in the business and close the deal on the locations. And by that point, you should close the deal. Just understand that closing the deal on locations is a little bit of a process.

Sometimes it is a fast process. Other times it takes a little longer. But the pay-off can be great. Now I will tell you from personal experience, there have been accounts that I have closed really quickly and some have taken a little while longer– a few weeks. Some have taken a few months. But even for the ones that have taken a few months, the pay-off is huge.

So just be patient, and follow the system that I have outlined here for you. In conclusion, you will do just fine. So that is your vending scripts’ outline for today.

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.