I thought I'd post this because I know some people may have some questions when it comes to locating themselves, me being one of them... So I'm going to ask a question and show how I answer it, however I'm curious to see how others answer this question... I may want to adapt what I say... Also, I encourage everyone to ask any question or voice objections they may have come across while out in the field to see how others may have answered or overcome it...
Today I went to locate a machine and he liked the idea... During the discussion, he asked if all of the proceeds go to the charity I use... Now, being that my charity is a local one, I had to adhere to a stricter set of guidelines when it came to location & donation disclosures... I told the owner that I donate a set amount every month based on the amount of machines I have placed, so the more machines I have placed, the more money they receive... The question was asked how much, which I had to disclose... But I threw in that I don't donate a percentage because even if the machine doesn't make a lot of money, the charity doesn't get jipped... He seemed very interested since it's a local charity, but he wanted to ask his business partner... So I left my business card, got his name, and will probably follow up on Wednesday or Thursday to see if I can get a machine placed... Stupid me didn't have a brochure handy on the charity I use to give him... That'll teach me!!!
So, first question is do you lead with the charity when you go locate and next how do you answer the question, "Do all of the proceeds go to the charity???" Do you see this as something to overcome???
Christopher
What to say to potential locations when they ask...
Started by Joven76, Jun 11 2007 09:51 PM
5 replies to this topic
#2
caserri
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Posted 12 June 2007 - 08:38 AM
Christoper,
Great Question! Allow me to tell how I deal with that very common question.
First off, yes I always immediatly push the charity aspect. I try to represent myself as a partner of the charity as much as possible. I always go in equipped with informational flyers and such explaining what the charity does and who it helps. That almost always leads to the inevitable question of "How much goes to this charity?"
I explain to them that 100% of my machines are placed for charity purposes. Now I know what you are thinking, It sounds decieving but bear with me. The 100% line is just an attention getter although it happens to be the truth, ALL my machines ARE placed under the intent of generating royalties for the charity.
Then, if needed, I go into actual numbers. Here is where it gets fun. Instead of telling the locations that $1.00 per month goes to the charity (or whatever your particular donation is) try the following approach. Figure out how much money you will be giving to the charity on a yearly basis. For example, I run over 600 machines, All of which are placed for charity. I can tell a location that I give $1.00 a month to the charity OR I can tell them how much my machines, as a whole, will generate for the charity.
600 machines X $1.00 = $600.00 X 12 months = $7,200.00. To me, that sounds more impressive than saying $1.00 a month. If you dont have 600 machines, you can still use the same formula and tailor it to suit your needs. Another avenue you can go down is to use the "GOAL" method. this works well for those of you how have only a handful of machines.
The GOAL method is simply telling your location what your goal is by year end. Simply set a goal amount that you would like to donate. say for example you set it at $1,000.00. Tell your locations, when they ask, that you have a yearly goal of $1000.00 and to achieve that you have to place 83 machines or "X" number of remaining machines if you dont want to disclose how many it takes to achieve your goal. That way they know that the machine you put in their location will count towards that 83. $1,000.00 a year sounds much better than $1.00 a month.
Bottom line is, always consider your fleet as a whole when you are asked this question. There is no reason why you have to tell the location how much of just their machine will go to the charity. Instead tell them how much you (all machines) will be able donate with their help.
Another great line to use is right on my website. It is based on facts given by the charity. "The revenue we receive from our bulk machines help us to do our part in raising over $500,000.00 each year for this worthy cause." This line is written right on the promotional flyer supplied by the charity. See the BULK page on my website to see how I use it to answer the "how much" question.
This is how I answer the question. I have had great results with it. I hope you find it useful.
Great Question! Allow me to tell how I deal with that very common question.
First off, yes I always immediatly push the charity aspect. I try to represent myself as a partner of the charity as much as possible. I always go in equipped with informational flyers and such explaining what the charity does and who it helps. That almost always leads to the inevitable question of "How much goes to this charity?"
I explain to them that 100% of my machines are placed for charity purposes. Now I know what you are thinking, It sounds decieving but bear with me. The 100% line is just an attention getter although it happens to be the truth, ALL my machines ARE placed under the intent of generating royalties for the charity.
Then, if needed, I go into actual numbers. Here is where it gets fun. Instead of telling the locations that $1.00 per month goes to the charity (or whatever your particular donation is) try the following approach. Figure out how much money you will be giving to the charity on a yearly basis. For example, I run over 600 machines, All of which are placed for charity. I can tell a location that I give $1.00 a month to the charity OR I can tell them how much my machines, as a whole, will generate for the charity.
600 machines X $1.00 = $600.00 X 12 months = $7,200.00. To me, that sounds more impressive than saying $1.00 a month. If you dont have 600 machines, you can still use the same formula and tailor it to suit your needs. Another avenue you can go down is to use the "GOAL" method. this works well for those of you how have only a handful of machines.
The GOAL method is simply telling your location what your goal is by year end. Simply set a goal amount that you would like to donate. say for example you set it at $1,000.00. Tell your locations, when they ask, that you have a yearly goal of $1000.00 and to achieve that you have to place 83 machines or "X" number of remaining machines if you dont want to disclose how many it takes to achieve your goal. That way they know that the machine you put in their location will count towards that 83. $1,000.00 a year sounds much better than $1.00 a month.
Bottom line is, always consider your fleet as a whole when you are asked this question. There is no reason why you have to tell the location how much of just their machine will go to the charity. Instead tell them how much you (all machines) will be able donate with their help.
Another great line to use is right on my website. It is based on facts given by the charity. "The revenue we receive from our bulk machines help us to do our part in raising over $500,000.00 each year for this worthy cause." This line is written right on the promotional flyer supplied by the charity. See the BULK page on my website to see how I use it to answer the "how much" question.
This is how I answer the question. I have had great results with it. I hope you find it useful.
#3
Eric w/ USEDvending.com
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Posted 30 June 2007 - 09:56 PM
Great info Caserri! Thanks for sharing.
Another thing to make you look more professional and show that you are concerned about the work of the charity is to use a name badge with the charity logo on the badge. Some charitys do have these tools available. Immediately, they think you work directly for the charity and the money question is not mentioned as often.
Then, you really should choose a charity that you believe in their "cause". If you believe strongly in this charity, that conviction will show when you are talking to locations. If they sense there is a real purpose in what you are doing and it is not just about money, they can respect that. So, if it is a missing children's campaign, be sure you have some flyers about the charity and more importantly, flyers of missing children that are currently being sought. Even if the location denies you placing the machine, ask if you can leave some flyers about the missing child - who can say no to that??? Now, they realize, "Hey, this guy really is working to find these kids..."
Then, next time you're in the area, stop in to leave more brochures of other children that are missing. They'll really appreciate you leaving the flyers WITHOUT ASKING TO PLACE A MACHINE. A few times of this and the location will often be happy to have the machine there. Many of them have had charity machines before & may not have a favorable first impression depending on the operator. If they see you are trying to make a difference, they often want to help!
It is much better to choose a charity that you can be passionate about rather than choosing based on fees & popularity. The more you give; the more you'll get.
Another thing to make you look more professional and show that you are concerned about the work of the charity is to use a name badge with the charity logo on the badge. Some charitys do have these tools available. Immediately, they think you work directly for the charity and the money question is not mentioned as often.
Then, you really should choose a charity that you believe in their "cause". If you believe strongly in this charity, that conviction will show when you are talking to locations. If they sense there is a real purpose in what you are doing and it is not just about money, they can respect that. So, if it is a missing children's campaign, be sure you have some flyers about the charity and more importantly, flyers of missing children that are currently being sought. Even if the location denies you placing the machine, ask if you can leave some flyers about the missing child - who can say no to that??? Now, they realize, "Hey, this guy really is working to find these kids..."
Then, next time you're in the area, stop in to leave more brochures of other children that are missing. They'll really appreciate you leaving the flyers WITHOUT ASKING TO PLACE A MACHINE. A few times of this and the location will often be happy to have the machine there. Many of them have had charity machines before & may not have a favorable first impression depending on the operator. If they see you are trying to make a difference, they often want to help!
It is much better to choose a charity that you can be passionate about rather than choosing based on fees & popularity. The more you give; the more you'll get.
#4
Joven76
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Posted 02 July 2007 - 03:16 PM
Good points Eric...
When I locate, because the charity I use is a local children's hospital, I'm very pationate about helping them... I actually donate more than the typical $1 - $1.5, and you're right... The more you give, the more you receive...
I did want to make one small note though... I personally have not run into this problem before, but I know of someone who did... Wearing the clothing or a name badge with the charity logo on it is ok, but if the potential location asks if you work for them, you have to correct them and let them know you're working with them... If you tell them yes, you're misrepresenting the charity... An ex-vendor I knew in PA did just that... He led them on and when asked, told them he worked for the charity... When the charity found this out, they pulled his agreement and sued him for misrepresentation... Hense the reason for the ex-vendor...
I personally cannot wear anything with my charities logo, but I can have it on my brochures and business card since it was approved by them... In my agreement with them, it was stated that I "shall in no way convey that I work for XYZ Children's Hospital (i.e. wearing clothing with the XYZ Logo). Any other means of marketing shall and must be approved by XYC Children's Hospital prior to use."
A lot of red tape, I know... However I had a lot of artistic freedom in the design of my business cards and brochures... I just had to reword a few things and got the approval...
Christopher
When I locate, because the charity I use is a local children's hospital, I'm very pationate about helping them... I actually donate more than the typical $1 - $1.5, and you're right... The more you give, the more you receive...
I did want to make one small note though... I personally have not run into this problem before, but I know of someone who did... Wearing the clothing or a name badge with the charity logo on it is ok, but if the potential location asks if you work for them, you have to correct them and let them know you're working with them... If you tell them yes, you're misrepresenting the charity... An ex-vendor I knew in PA did just that... He led them on and when asked, told them he worked for the charity... When the charity found this out, they pulled his agreement and sued him for misrepresentation... Hense the reason for the ex-vendor...
I personally cannot wear anything with my charities logo, but I can have it on my brochures and business card since it was approved by them... In my agreement with them, it was stated that I "shall in no way convey that I work for XYZ Children's Hospital (i.e. wearing clothing with the XYZ Logo). Any other means of marketing shall and must be approved by XYC Children's Hospital prior to use."
A lot of red tape, I know... However I had a lot of artistic freedom in the design of my business cards and brochures... I just had to reword a few things and got the approval...
Christopher
#5
Ryan
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Posted 11 July 2007 - 03:51 AM
Thanks for going into details on how to answer that question Caserri! I had been wondering how I will handle that when the time comes.
#6
caserri
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Posted 11 July 2007 - 07:54 AM
No problem. Its the same principle that salesmen use all the time. The masses always see $9.99 as a much better deal than $10.00. They see "Buy 1, Get 1 FREE" as a better deal than half price. Its all how you word things. In my example above, 1.00 a month is the same as $7,200.00 a year but the masses are much more impressed with the larger number, they think it's the better deal.
