Approaching Restaurants

[OldWest]

Hi guys,

I'm a fairly new agent with Farmers, and am eager for any advice you can offer. I would like to pursue restaurants in my area, as they have great potential. (I quoted one restaurant, and they ended up buying BOP, Umbrella, Workers Comp, and a Cross-Sell Agreement, and since we offer a discount for owners who also carry personal lines, I was also able to sell the owner a Homeowners and 3 Auto, as well as a replacement Life policy. That's 7 P&C and 2 Life in one place! And he was so happy about the extra coverage and money savings, he said I was welcome to bring my family in for lunch or dinner anytime, on the house. That's a great customer!)

Anyway, I was able to get in to talk to the owner only because I kind of knew him. We weren't buddies, but because he at least knew me, he trusted me enough to review his current coverage and show him what I could provide.

My issue is: since I had such great luck with him, I have tried to approach other restaurants -- usually between 2-4pm during the "dead time." But when I introduce myself to the manager or owner and ask if I could ask him a few questions about his current coverage, they quickly become evasive and almost angry. "I don't have time for this." "My insurance is fine." "I have to go."

As business owners or managers, I'm sure they have to field salesmen and service providers all the time and are sick of it. Can anyone recommend a technique or approach that has worked more often than other approaches? One that will make me stand-out and offer a little more trust in me and in the value of answering questions for coverage comparison? I don't want to give the impression of being a "salesman." I want them to see me as a member of the community who offers this free review service just to ensure they have no gaps in coverage.

Again, please be merciful, as I am a newbie. I'm just gearing this up and trying to find the best approach techniques so I get more opportunities than "trial by error" lessons.

Thanks!

 

[DHK]

Get a testimonial letter on their company letterhead from your good customer about the services and coverage you were able to provide.

Their words are more important than a commission-hungry, self-promoting insurance salesman... right?

Have one copy laminated to present when you walk into locations as well as a copy to send out for pre-approach mailed introductions.
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Next idea: Who does your customer know? Would they be willing to give you names of other restaurant owners they know to mail a pre-approach introduction and use their name?

 

[djs]

Its a tough business, and I mean both insurance and the restaurant business. The fact that you think 2-4 is slow doesn't mean it is, it means its time to transition from lunch to dinner. They don't sit around waiting for a salesman to come in during that time.

You should be asking them for a time to talk to them when their policy renews, basically say up front that you want less than a minute of their time right now, and then mean it. You might get it, might not.

Rarely is a business person excited to talk insurance. Only time they are is when they think they are paying to much and want to save money OR they just had a loss and it wasn't covered correctly.

Be respectful of their time. Realize this is a long haul process, not a one stop close.

Dan

 

[Guest]

I personally don't go after restaurants, seems to me EVERY single newbie goes after restaurants for some reason.

I got tired of calls from clients saying, so and so company quoted me, this and that. ALOT of owners I have seen will not go on EFT, so they try to get you to come in and collect the monthly payment, so now you feel obligated to have to eat there then also. so sometimes you add all that up and you lose money compared to what you make in commissions! LOL

OR, you rarely frequent that restaurant, and some other smuck visits OFTEN, then the owner will switch to them.

Just a hassle in my opinion, and Farmers usually isnt competitive, so you must have done good on this one. Congrats.

Sometimes, if you visit that location a few times, simply leave a business card, with the tip or something, ALLOW them to contact you, you will be surprised how often you suddenly get an email from a a business owner with their DEC pages attached. Then they are interested and email is best because they can respond when its convinent for them

 

[OldWest]

I personally don't go after restaurants, seems to me EVERY single newbie goes after restaurants for some reason.

I got tired of calls from clients saying, so and so company quoted me, this and that. ALOT of owners I have seen will not go on EFT, so they try to get you to come in and collect the monthly payment, so now you feel obligated to have to eat there then also. so sometimes you add all that up and you lose money compared to what you make in commissions! LOL

OR, you rarely frequent that restaurant, and some other smuck visits OFTEN, then the owner will switch to them.

Just a hassle in my opinion, and Farmers usually isnt competitive, so you must have done good on this one. Congrats.

Sometimes, if you visit that location a few times, simply leave a business card, with the tip or something, ALLOW them to contact you, you will be surprised how often you suddenly get an email from a a business owner with their DEC pages attached. Then they are interested and email is best because they can respond when its convinent for them

Wow. Yes, I dream of the day when I can simply leave a card behind, and business owners will respond by emailing me a copy of their current Dec pages! For me, that almost seems like a sale in the bag. I will really have to start doing that. Do you think it would look better if I had some special business cards printed up stating I specialize in local area restaurants? Maybe I hand-write a food compliment on the back, and state that I might be able to help them with their coverage and save a bunch of money, and if they want to find out, just email the deck pages of the current policy to me to review. Wondering if that might give me an extra boost that other agents might not have? Am I rambling . . . ?

 

[xrac]

Introduce yourself, ask for their email address and begin a drip campaign.

 

[Guest]

Eat their on your first visit. Order a beer then tell the server you need to speak to the manager. They should give you a bit more attention since you are a customer. If they sound interested order lunch if not leave and repeat. Even if you have a bad day in the field, at least you'll be drunk.

Or learn to name drop really well. Restaurant owners always seem to know their competition and a little "Jones effect" can go a long way. I used to sell offices supplies b2b Restaurants are easy compared to doctors offices. I sold a Denny's $500 worth of printer ink for 1 printer after I told them I helped out the Carl's Jr franchisee next door and dropped their name.

 

[GMANPRO]

Wow. Yes, I dream of the day when I can simply leave a card behind, and business owners will respond by emailing me a copy of their current Dec pages! For me, that almost seems like a sale in the bag. I will really have to start doing that. Do you think it would look better if I had some special business cards printed up stating I specialize in local area restaurants? Maybe I hand-write a food compliment on the back, and state that I might be able to help them with their coverage and save a bunch of money, and if they want to find out, just email the deck pages of the current policy to me to review. Wondering if that might give me an extra boost that other agents might not have? Am I rambling . . . ?

How's it going John?

 

[Matt37]

Wow. Yes, I dream of the day when I can simply leave a card behind, and business owners will respond by emailing me a copy of their current Dec pages! For me, that almost seems like a sale in the bag. I will really have to start doing that. Do you think it would look better if I had some special business cards printed up stating I specialize in local area restaurants? Maybe I hand-write a food compliment on the back, and state that I might be able to help them with their coverage and save a bunch of money, and if they want to find out, just email the deck pages of the current policy to me to review. Wondering if that might give me an extra boost that other agents might not have? Am I rambling . . . ?

Write Transportation risks.. you will get dec. pages emailed to you all day.

Problem is.. so will every other agent within 50 miles..

 

[Scottyj]

Restaurants and Hotels man... two very very tough ones to get. Good luck, I dont mess with them.