Selling Next Year This Year
Right around 1993, the president of R.R. Donnelley came out with a great statement: "10 years from now, 70% of our business will come from clients we do not currently have and we will sell them products and services we do not currently offer."
It instantly gained traction with everyone, myself included.
My sales tip this week is not for you to sit and think about what things will be like in 2029 but rather to start thinking about next year this year. If you're not putting thought into 2020, if you're not concerned about where the volume will come from, if you're not starting to think about a game plan, you should be.
- Who will your customer be?
- What is the best use of your time?
- Which products will serve you best?
The answer to these and other questions lie in the future of your current customer base. You need to find out where they are going so that you can get there first. How do you do that? You ask!
Talk to your existing accounts about what their needs and challenges are and where they are going in the next 12 months. This will help you to lay the groundwork for all of your next moves.
You don't need to worry about 2029 just yet, but it would serve you well to start thinking about what's coming seven short months away.
If you need sales and are willing to put in the work, go to BillFarquharson.com and take 3 minutes to learn about the new training program. If you need sales but lack the commitment for that program, buy my 25 Best Print Sales Tips Ever on Amazon.
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.