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Marketing challenges, lead nurturing, and staying consistent.
Every reseller hits the same walls at the same stages. Knowing they are coming makes them easier to push through.
Challenge 1: Reaching the Decision Maker
You have sent emails and left voicemails. You know the business owner is in the building. You keep getting the manager or the hostess.
Solution: Do not tell the gatekeeper you are selling something. Use the impression that you are returning a call about an ongoing project: "I need to speak with [owner's name] — it is about their guest WiFi setup. Thank you." Thank them in advance before connecting the call — it creates a social obligation to follow through.
If that does not work, call off-hours. For restaurants, call between 10-11am (before the lunch rush) or 4-5pm (before dinner service). For professional offices, call at 1pm when the receptionist returns from lunch. The gatekeeper's job is easier to bypass when they are less busy.
Challenge 2: Proposals Are Being Ignored
You sent a detailed proposal and got silence. The problem is almost always that you sent it before going through it live.
Solution: Never email a proposal without scheduling a call to walk through it. Say: "I want to make sure I explain the ROI math in person — there are a few numbers I want to tailor to your specific situation." A proposal reviewed together closes at 3-5x the rate of one sent cold.
Challenge 3: Leads Are Not Converting
You have 20 prospects who expressed interest but nothing is moving. Your follow-up is inconsistent.
Solution: The 10-3-1 weekly cadence. Every week: 10 prospecting contacts, 3 demo or discovery calls, 1 close attempt. If a prospect does not convert within 5 touchpoints spread over 3 weeks, move them to a monthly check-in. Most deals close between the 5th and 8th contact — persistence pays.
Challenge 4: Online vs Offline Balance
Your online marketing is not generating leads. Your cold calling feels awkward.
Solution: Warm up cold prospects with digital before calling. Send a LinkedIn connection request with a note ("I noticed you are a [vertical] owner in [city] — would love to connect"). Follow their business Facebook page. Comment genuinely on a post. Then, when you call, you are no longer cold — you are someone they have seen. Conversion on the first call doubles when digital touch has preceded it.