Newspaper article THE JOURNAL RECORD

Indirect Method Best Way to Solve No Soliciting Issue

Newspaper article THE JOURNAL RECORD

Indirect Method Best Way to Solve No Soliciting Issue

Article excerpt

Charles Brantley of Page South asks, "How do you handle a `No Soliciting' sign?"

I have cold called every office in every (no soliciting) office building in uptown Charlotte. I got off at the top floor, and worked my way down each tower. I got tossed out of two offices. One actually called the sales police. But they can only throw you out into the hallway!

You, of course, promise not to do it again, get on the elevator, get off at the next floor and keep on cold calling. No soliciting is actually more of a game than a rule.

The sign is meant for the door-to-door type of sales crews who canvass an area trying to sell handbags, perfume, calculators and wall hangings. If you have a legitimate, established business making a cold call will not be offensive to most businesses if you do it right. The best method is actually an indirect solicitation. You're only dropping off literature and asking a few questions.

You don't have to solicit to make a cold call. Here are the guidelines to follow to ensure maximum no soliciting success:

1. Ignore the sign.

2. Have literature and business cards.

3. Ask for help.

4. Offer to leave literature only.

5. Get the name of the decider.

6. Find out the title of the decider.

7. Write him/her a note on your business card.

8. Get the business card of the decider.

9. Find out when is a good time to call the decision maker.

10. Get the name of the person who helped you.

11. Thank the person genuinely for their help.

12. Leave.

If you're making an appointed sales call, it's a great use of your time to make a few next door neighbor cold calls after that appointment. I always do. If there's a no soliciting sign, I don't even think about it. The entire cold call process takes less than five minutes. Try this pitch next time.

"Hi, my name is (first name only), and I was wondering if you could help me? …

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