When you go talking to accounts, remember not to go after the best ones first because if they can tell you are brand new they won’t be very interested. At least you can get comfortable talking about the business with accounts that really aren’t important and that way you can learn what to expect.

Vendors use all types of creative ways to get into accounts – from paying the manager a bonus to get in, paying a commission, bringing goodies for them to try and get hooked on, getting references from other businesses, to just by being extremely professional.

They have probably had poor service on vending in the past. The most important thing you want to show them is that you are not like that guy. Now, that guy probably said much of the same stuff you will say, but then his performance continually dropped. So, you can’t just have a good talk. You have to show them that everything about you is professional and above the rest.

Some good points are:

You own the machines and they can reach you personally anytime
They will not have a route driver that really doesn’t care about their service
You’ll keep the machines clean and filled.
You’ll keep products in them that they like. Not just what you are tying to get rid of.
You’ll give them a customer survey to help find out what their employees really want.
Your machines look excellent and are not a big eye sore.
Your machines are new and reliable.
You won’t put expired products in their machine (if they find one, they can get a double your money back guarantee)

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You do NOT want to go in a suit and tie. If they think you’re a salesman, the manager won’t come out to talk.
Dress business casual.
You want to have a business card (preferable a nice one to appear that you are more professional than the other guys)
If you hand out any materials, make sure they look professional like you have a real business. If someone knocked on your door out of the blue with nothing but photocopies of all their items, would you feel safe hiring them?
You want to find out what they like and Do Not like about their current service. Then use those points in a proposal that you’ll drop off later.
You want to go in, make a quick 3 minute pitch and ask to see their current vending room or machines. This will give you an idea of what type of equipment you need, what prices they currently have, how the appearance of your machines will improve their look, etc…
You may want to take a picture of their machines, computer paste it into a proposal that also shows how the area would look with your machines instead assuming there is a big improvement.
If they are somewhat interested after the first unexpected talk, You’ll want to bring them a bag of goodies when you drop off the proposal so that their employees get hooked on the unique items that you provide which they don’t currently have in their machines. You want to cater you your clientel. If it is an upscale office, you want to include items they like rather than your everyday chips and candybars. If it is a healthy looking group, you may want to include Protein Bars, Low Carb bars & Candy, etc…

Keep in mind that blue collar buys more than white collar. Men buy more than women.

And when you present these items to them, make that look professional too. Don’t just throw them in a paper bag. Find some cheap basket to display them in and leave with them. Or buy a $1 table cloth at Wal-Mart to lay them out on and make a statement so that all the employees notice the goodies as they come through!

If you can create a buzz in their office about your service, you’ll get the account.

More than what you say, IT’S ALL ABOUT PRESENTATION.