Your 2020 Sales Vision
Some lessons in life, we must learn again and again. Perhaps we ("we" being me) are dumb as a rock. Or perhaps we're forgetful. Or more likely, both sometimes.
It's about this time of year when I start thinking about next year. I ask myself some very basic questions, with one of the more important ones being, "Where am I headed?" A year ago, when I asked that same question, the result was a clear path which resulted in a solid business plan for 2019. Lately, I've been starting to consider my 2020 in the hopes that another business plan will come into focus (20/20, if you will).
This is where the repeat lesson comes in ...
In order to understand where I/you are headed in the new year, we have to first examine and understand where our clients are headed. What are their challenges? Where are their opportunities? And am I presently positioned to meet them?
Getting the answers to the first two questions is easier than you might think. Companies often discuss their direction on their website. A little digging into the vertical market (perhaps by viewing the website of the trade association associated with that vertical) might uncover clues for potentially profitable products or markets. Then, armed with that information, you are able to enter into an intelligent conversation with your customer.
This exercise will help you to achieve one important goal: staying relevant. The bigger the customer, the more important it is that you have an understanding of their world. It will help you to differentiate yourself. It will increase the chances of customer loyalty. It will open new profit centers for you. All it takes is a little work and a little curiosity.
Focus on 2020 with 20/20 vision starting now.
If you needs sales and are willing to put in the work, go to BillFarquharson.com and click on the “Training” link in the header. 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 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 email@example.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 salesvault.pro.