Lesson 6 of 8 · 13 min
Territory, the local owner, industry momentum, and using the directory as a door instead of a pitch.
A local business owner who makes his own decisions. No procurement, no committee, no six-month cycle. You talk to the person whose name is on the door.
That is not a small detail, it is the reason this job is doable by one person from home. If you find yourself being routed to a marketing coordinator who will take it to a meeting, you are in the wrong building.
It is true and it is useless as a plan. A territory where you call anyone with a phone number is a territory where you learn nothing from one call to the next.
Pick a trade and work it. Sell one landscaper and you have learned the objections, the seasons, the words they use and the thing they all complain about - and the next four calls are easier because you sound like somebody who knows the business. Then pick the next trade.
Small town, twelve businesses, all served properly, is a real book of business. That is the shape of this job.
Representatives hold states. Oklahoma, Colorado and New Jersey are taken; nearly every other state is open, and the map on the service areas page shows which. Where a state has a representative, the coverage there runs deeper.
There is no cap on what you personally sell. Territory is about who is responsible for a place, not a limit on your work.
There is a free level. A free listing is a reason to walk in that is not a pitch, and it gets you a conversation with a business that would not have given you a meeting.
Do it properly even though it is free. The listing is a live example of your work sitting on his desk, and the businesses that grow, grow from there.
Start with the people who already know you. Not because it is easy - because you can be honest with them about being new, and they will tell you what did not make sense. You cannot buy that feedback anywhere else.
Then the trade you know best. Then out from there. Execution before perfection - a rough call made today teaches you more than a perfect script written on Thursday.
Click a card to turn it over.
Nothing is recorded and nothing is scored. This is for you.
You are handed an open state. What is the first week?
Why: People who know you will tell you what did not make sense, and one trade at a time compounds. Execution before perfection.A prospect routes you to a marketing coordinator who will raise it at a meeting.
Why: Our customer makes his own decisions. Committees are somebody else's business model.What is the best use of the free directory level?
Why: It is a door. Do it properly even though it is free - it becomes a live example of your work on his desk.Does holding a territory limit how much you can sell?
Why: Territory assigns responsibility for a place. It is not a ceiling.