How a Real Business Owner Wants to Be Sold

Bill’s note: While searching for a blog topic last week, I was Googling various topics and the following piece popped up. It is a recent blog post by the owner a restaurant in Provo, UT, called The Old Towne Grill. With the permission of the author, I am sharing his insight with you.

You might think I liked the post because Mr. Copeland sticks up for print. But, I liked it more because of the feedback he gives those of us in sales. My thanks go out to Josh.

A Letter of Advice from an Owner to a Salesman/Woman

by Joshua Copeland, The Old Towne Grill

This is a hot topic for us right now. I know, it has nothing to do with food so you’ll have to bear with me.

I have now owned businesses for almost 20 years. I have been on both ends of a sales presentation. I never really understood the inner working of a sale or how to make a sale until the last few months here in Utah (I don’t think it has anything to do with location; it may be just the timing in my life that I am able to see it).

Since we opened Old Towne Grill five months ago, we have been bombarded with marketing “opportunities” (salesmen won’t leave us alone!). From a few weeks before we opened untill now, we have spent about $10,000 on marketing, printing, advertising and such. We have tried advertising in two newspapers and a magazine, sponsored many special events, printed and handed out over 15,000 of our own flyers, and the list goes on and on.

We keep coming back to our own flyers; they are the only thing that has worked on a regular basis or at all.

Be patient, I am getting to my point. My point is that nothing besides our flyers has worked. Those wonderful salesmen/women came into our restaurant and sold us the moon, and we bought. They won. We lost.

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
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  • Michael Nuccio

    This is such a true article Bill. My car repair service told me just last week, that of all the advertizing he has done, that the best results came from direct mail marketing.

  • miriam

    Really hit home about the trust factor. thanks for posting this Bill!