Positioning for a Walk-In
Your objective is NOT to:
Pitch equipment
Talk rebates immediately
Explain kW levels
Discuss complex infrastructure
Your objective IS to:
Determine interest level and/or cultivate interest
Identify demand signal
Identify decision pathway
Earn permission for a follow-up feasibility review
Anchor Positioning:
“We help hotels evaluate whether EV charging makes sense for guest demand, competitiveness, or revenue generation — and whether it can be done without becoming an operational headache.”
Simple Walk-In Discovery Questions
(Simple. Digestible. Natural.)
Think of this as a 3 - bucket conversation.
Bucket 1: Quick Context & Demand
Keep it light. You only need 1 – 2 of these.
“Are guests asking about EV charging yet?”
“Are you aware of any lost bookings because you don’t have on-site charging?”
“Are there hotels nearby that already offer charging?”
Bucket 2: Ownership & Decision Path
This is critical.
“Are you the one who would approve something like this?”
“Is ownership local or part of a group?”
“Does your brand encourage EV charging yet?”
Bucket 3: Financial Orientation
You’re identifying mindset, not budget.
“Would you view this more as a guest amenity or a revenue source?”
“Would minimizing upfront capital be important?”
“Is this something ownership has talked about before?”
Walk-In Checklist
Before Walking In:
☐ Check competitor charging nearby (i.e. PlugShare)
☐ Check hotel brand (Marriott, Hilton, IHG, etc.)
☐ Quick Google review scan (guest type insight)
During Conversation:
☐ Confirm demand signal
☐ Confirm decision-maker
☐ Gauge capital sensitivity
☐ Identify clear next step
After Conversation:
☐ Rate property potential (High / Medium / Low)
☐ Log ownership structure
☐ Schedule follow-up or disqualify
Conversation Formula + Example Script
(Not word-for-word. This is structure.)
1.) Opening (1 – 2 Minutes)
Objective:
Lower guard and clarify purpose
Formula:
Respect time → State who you help → Clarify it’s exploratory
Example Script:
“Hi, I’ll keep this brief. We work with hotels locally to evaluate whether EV charging makes sense for guest demand, competitiveness, or revenue growth. I’m not here to sell equipment — just trying to see if it’s even relevant for you.”
Pause. Let them respond.
------------>
2.) Demand Exploration
Objective:
Identify whether there is pull from the market
Formula:
Simple question → Listen → Expand
Example Script:
“Have your guests been asking about EV charging yet?”
If yes:
“How often does that come up?”
If no:
“That’s helpful. Are you seeing competitors nearby offering it?”
Keep it conversational and relaxed.
------------>
3.) Ownership & Authority
Objective:
Confirm pathway forward
Formula:
Clarify decision role → Clarify ownership structure
Example Script:
“Would this decision sit with you, or with ownership?”
If ownership:
“Are they local or part of a larger group?”
You are mapping power structure, not pushing.
------------>
4.) Financial Orientation
Objective:
Identify strategic mindset
Formula:
Amenity vs revenue → Capital comfort
Example Script:
“Would you see charging more as a guest amenity, or something that should generate revenue?”
Follow-up:
“And would minimizing upfront investment be important?”
Now you know how to structure the opportunity later.
------------>
5.) Professional Close (Advance or Exit)
Never push.
If Strong Signal:
“Based on what you’ve shared, it sounds like it could be worth doing a quick feasibility review — looking at layout, electrical capacity, and financial alignment. Would it make sense to schedule that?”
If Mild Interest:
“Would it help if I sent a short overview you could pass to ownership?”
If Low Interest:
“Sounds like now’s not the time — I appreciate the transparency.”
Exit cleanly.
What You’re Actually Looking For
Within 10 minutes, you should know:
✔ Are guests asking?
✔ Do competitors have it?
✔ Who decides?
✔ Is capital a barrier?
If 2 – 3 are positive → viable follow-up candidate.
If all are negative → move on professionally.
Walk-In Mentality Reminder
You are NOT:
Installing chargers today
Closing a deal
Presenting a proposal
You ARE:
Diagnosing
Mapping decision structure
Identifying opportunity
Confidence line to remember:
“We’re just evaluating whether it makes sense.”