Stephen Covey famously said, “Begin with the end in mind.” These words have never been more true than one prospecting for new business.
What is your end goal? Sure, you want an order but is that all? Isn’t there more?
Ultimately, I would imagine you would also like the repeat order. And the order after that.
Wouldn’t you like it if they stopped asking for quotes and just trusted that you would treat them fairly?
Wouldn’t it be nice if they called to pick your brain, allowing you in that the ground floor instead of at the very end when the conversation is about specifications, paper stock, inks and quantity?
In short, what you want, what you really, really want isn’t just that order. So during that first conversation with a new prospect, speak with the end in mind. Make a statement that demonstrates that you are thinking long-term, that you are different in every way.
This is the best thing you can say to a prospect:
“My goal is to be doing business with you 10 years from now.”
What it’s going to take for that to happen is a lot of trust and a lot of give-and-take. A customer who understands that, one who is looking for the same thing, will get it. That is your ideal client.
Most often, we approach prospects with kneepads on, begging for business. Don’t. Set the bar high. The cream will always rise to the top.
Hey! My new book, The 25 Best Print Sales Tips Ever! is now available on Amazon! You can learn more at The25BestSalesTipsEver.com
Need sales?
Bill Farquharson can drive your new business sales momentum. See his training programs at AspireFor.com or call Bill at 781-934-7036. His email address is bill@aspirefor.com
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call or hit this link and jump on my calendar.
- Categories:
- Business Management - Marketing/Sales
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.