Pop-Ins: The Ultimate Tactic
Mike Hoffmann
Vending Machine Expert
Discover why in-person pop-ins outperform cold calls and emails in securing vending locations.
Why Pop-Ins Work Better Than Cold Calls
Pop-ins are the most effective way to gain traction fast. With today's AI-driven spam, face-to-face contact cuts through the noise. Pop-ins generate a 10x higher success rate than calls or emails—especially in vending where front desk staff often help guide you to decision-makers.
Your Pop-In Checklist
Marketing Flyer
Include photos of a high-end, mid-range, and low-cost machine. Highlight benefits: locally owned, zero cost to the property, fully serviced.
Tape Measure
Signals professionalism. If they’re interested, be ready to measure the space immediately.
Phone/Camera
Use your phone to snap photos of the proposed machine area. Useful for mock-ups or follow-up presentations.
Gift Basket
Include snacks or drinks you plan to offer—e.g., Celsius, cookies, pre-made meals. This builds goodwill and leaves a positive impression.
What to Say During a Pop-In
Use this quick 30-second pitch:
Emphasize no cost to the property.
Ask: “Do you currently have vending or a micro market on site?”
If yes, ask about service satisfaction, stocking frequency, and pricing.
If no, highlight your modern offerings and reliability.
Don’t leave without getting a business card or referral to the right contact.
Turning the Receptionist Into Your Ally
The receptionist is your best internal advocate. If the manager isn’t available:
Leave the flyer and gift basket.
Politely request their card for follow-up.
Ask for an intro to the amenities manager or decision-maker.
Be persistent: follow up quickly while the interaction is still fresh.
Common Objections and How to Handle Them
“We already have a machine.”
Ask about how often it’s stocked, if pricing is fair, and the current revenue share.
“The manager is busy.”
Leave the gift basket and flyer, but always get the card. Use it for immediate follow-up.
“Do you have references?”
This is your chance to emphasize your community presence and prove legitimacy—showcase other installs nearby.
Making Your Leave-Behind Memorable
Flyer Design: Prioritize visuals—machine photos, clean layout, minimal text.
Gift Basket: Though slightly expensive and cumbersome, it creates a lasting impression.
Handwritten Note: Add a personal touch inside the basket or mail one with the business card you collected.
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Complete the following exercises:
1. Reflect on a recent in-person interaction you've had in a professional setting. What elements made it successful or unsuccessful? Consider how the principles of pop-ins could apply to improve future interactions.
2. Practice drafting a 30-second script that you would use during a pop-in. Focus on clearly explaining the benefits of your vending service and how you would address common objections.
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QUIZ
1. What is one key advantage of performing a pop-in over a cold call or email in the vending industry?
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Leave your comments and questions below.
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