The most success we have had at securing locations for our breath testers has come from walk-in’s / calling the target businesses, talking to the right person (may need to walk-in/call multiple times) , answering their questions and setting up short appointments to demonstrate the Alco-Checkpoint. **Always make note of the name and time to find the Owner or General Manager, because they may not be available to speak with at the time you are there. They will be the ones to make the final decision to install the Alco-Checkpoint and are the correct people to be demonstrating and speaking to. You want to establish a presence with them!
Make a Contact List and Call Businesses
You want to be organized in your approach. Look on the internet and make a list on the computer or on a sheet of paper, the following information for each potential business that you want to pursue :
1. Businesses name 2. Address 3. Phone number 4. Contact name /best time to reach them.
Leave space under each business listed to write down notes or additional information from the initial conversation, this should help you recall certain details.
Now that you have your contact list organized, you are ready to decide what you are going to say on the phone or in person to set-up your appointments!
1. – Introduction (What to say at first contact w/the business) - Feel out what type of person you are speaking to and vary your approach....
Say, “Hello, Is there a manager or owner around that I can speak with for 5 minutes”?
When asked what it is regarding, tell them you operate a FREE service in the area to help businesses maintain a responsible image, increase drink sales and eliminate intoxicated driving. Only speak with the manager or business owner about placing the actual machine on site. Proceed to tell them you‘re looking to put a “UNIQUE” type of vending machine in their establishment. It takes a little persistence to get the General Manager or preferably the Owner on the phone, so just find out their name and best time to reach them (or when they will be around) so you can strategically call or show up with the Alco-Checkpoint!
2. – Speaking with the Owner or General Manager
Say, “Hello, my name is (name), and I‘m with (your company name). Genuinely ask, “How are you today?” Try to not sound so salesman-like and say, I‘m calling because we have a free service we are offering to businesses in the area. He will say oh yeah? Tell me more....You say: It‘s an alcohol breath test machine that can increase drink sales, emulate a reputable business and decrease drunk driving. It is free to the bar and you also get a commission on every use.”
You will become more comfortable as you practice more and most importantly do not be scared of them saying they are not interested. Ask them why and tell them that you can educated them more to decrease any worries they may have. Your goal is to install the Alco-Checkpoint without paying a commission if possible. There is a 20%-30% success rate of doing this. You are offering this as a courtesy service by stocking straws, maintenance, for their bars benefit. It is ok to let them know that you need to pay for your investment and upkeep on the machines.
However, if they must have a commission, you can first offer a flat rate you will give them each month/ year after you see how much the machine can earn there or you can offer .10 - .35 cents per use of the machine. You can charge between 1-4 credits per use. Bills need to be the same denomination because change is not given. **DO WHATEVER IS FAIR TO BOTH PARTIES AND NECESSARY TO GET YOUR MACHINE INSTALLED. Let the prospected business know that they can do a trial run and see how they like it, so there is no pressure, because nine times out of ten, they will like having it at their business.
If it is an absolute No from the owner, DO NOT be discouraged, there are plenty more locations to place Alco-Checkpoints and it is part of the process. You need to get through the no’s before you get to the yes’s sometimes. We can help you with overcoming any objections, just shoot us an email or call. Sometimes it takes a little getting used to before feeling comfortable and confident at this. Try to think of all possible reasons they might oppose the idea so you are prepared.
Meeting With The Owner/ General Manager
You want to show up on time and look presentable:
Ask how business is and speak to them with their best interest in mind. You can talk about the weather as well to break the ice or the theme of their business, Etc. Let them know that these machines can increase their drink sales, food sales, keep people at the bar longer and give them and their business a positive image.
Remember to let them know that they can do a trial test of the machine so they do not feel pressured and that:
You provide second to none customer service and provide rapid response time 24 hours a day
Free Alco-Checkpoint and wall-mount installation to bar establishment
Free calibration of machine when needed (about every 800 uses or less)
Commission to the establishment using your service (if negotiated)
Free straw refill (You can negotiate to have the business provide straws for the machine if they are getting a commission from you)
For questions/answers, please contact Alco-Checkpoint at: email@example.com or call (858) 740-1660