Stuff You Should Know, You Know?

Good morning!

The worst question you can ask someone close to you is, “What do you want for your birthday?” This also applies to choosing a Christmas gift. Seriously? This is a very bad, horrible, awful question to pose.

Why is this a bad question?

Because if they are someone truly close to you, shouldn’t you know already? Shouldn’t you have thought about this well in advance? It’s not like the date is a mystery. Shouldn’t you be paying attention to their interests enough to have a good guess as to what would be a thoughtful gift?

And what about your clients? Consider your top 10 customers. What do you know about them? What you know about their future?

A big part of your vulnerability in each account comes down to being a good match for them in 2021. Sure, you can wait for the phone to ring, take the customer request, and hope you are the only one receiving a call like this. Or, you could do some thinking and some research and you know, your job, to learn enough about their company and their industry and their opportunities to offer up some ideas even before they ask.

Customers want you to know your products and services.

Customers want Amazon-level communication and ease of ordering.

And customers don’t ever want to be asked what they want for their birthday, what they want for Christmas, or what their needs are going to be in the future.

You should already know!

You cannot control the economy. You can’t control the way the coronavirus affects your customer base. You have no control over a large part of the vendor-decision-making process. However, getting in lockstep with the customer is something that is completely within your control. They care that you care. It matters that you have taken the time to do the research.

Despite what they will tell you, clients have the option to do business with you if they so choose. They can bend the rules or ignore them entirely in order to give you an order. So, spend some time to understand, at minimum, your top accounts and where they are headed.

Know the stuff you should already know, you know?

Just like these tips are common sense, growing sales comes down to the fundamentals. That’s Bill’s approach to everything. If you aren’t happy with your sales, look into the books and programs he offers at BillFarquharson.com.