It’s easy to get stuck in the 'old ways' of doing things—especially when you’ve been doing business with the same kinds of companies for many years. But you may have noticed your traditional sales methods starting to falter in terms of bringing in new customers and income.
Profitable Printing Relationships
Eighty percent of companies believe that they offer above average customer service. But only 8 percent of customers think that they receive above average customer service. The chances of losing your customers are high. This applies especially if you are selling on something such as service or quality.
I want to introduce you to the Twitter feed of a printing company. To be fair to them, I'll keep it anonymous! However, it's fair to say that there are quite a lot of Twitter feeds like this. So what's wrong with their feed?
When I run sales workshops, I ask participants how many effective new business calls they manage to make in a day. The average answer is five to six calls. I rarely receive an answer above 10. These are not unusual results.
I believe in following up three or four days after my first contact. And then I keep following up. Naturally, prospects are often not going to be happy if you phone or email them every three to four days on an ongoing basis! So I like to change my patterns. I try contacting by different channels.
The time you spend servicing the account of a nightmare client could usually be spent more profitably. How much time would this allow you to spend finding and selling to more profitable prospects? How much time would you have to upsell the clients you enjoy working with?