Farquharson/Tedesco on Business Development: 2013 Deathbed Regrets, Oath
Who knows, maybe you woulda been on the cover of Printing Impressions wearing your Sunday best and beaming with pride. Face it: This funeral woulda been a celebration instead of a head-shaking ceremony of despair and solemn regret.
3. Coulda—You know, it all coulda been different. You coulda put together a plan for growing sales and another one for marketing. You coulda made a list of everything you didn't do in 2012 regardless of how silly, unnecessary, expensive or time-consuming it might have seemed.
You coulda asked your sales reps, managers and all other employees for their input. You coulda then whittled that list down to a few key items and, gulp, you coulda followed up and actually prioritized the action items and taken steps towards their completion. You coulda asked your customers what more you, well, coulda done for them. Yup. That coulda been on the cover of PI. Face it: You coulda been a contender!
But all is not lost. We can learn from the mistakes made in 2013 and vow not to repeat them in 2014. Don't let this death be in vain. Start by taking the following oath:
"On the client side, I will hold account reviews with top customers to find out what they expect from us and to ensure that they know of our complete list of products and services. What will result is a bulleted list that will become my company's direction in the new year.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com 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 BillFarquharson.com.