Do You Keep Meaning to Sell and Running Out of Time?
We all start the day with good intentions
I’m sure that many of you fully intend to try and drum up some new business when you start work in the morning. After all, we all know we need to. In my last column, I shared with you that most companies are on track to lose 18% of their customers. So avoiding making sales is not an option.
So why do we often end up failing to carry out any sales activities?
The most common reason that I hear is that the customers must come first. It is important to make sure that we spend lots of time focusing creating quotes, managing the production of their jobs, and even delivering finished items to them.
If we carry on down this route it will be dangerous
You will find that, by the end of the day, you will have been very busy. But you won’t have achieved the right objectives.
We have to make time to carry out new sales.
So why don’t we just make the time?
Often, it is not as simple as this. Naturally, looking after customers is important. But spending too much time on this can just be an excuse. It may not be a conscious excuse but it is an excuse.
In my next article I am going to share with you three reasons why many people do not concentrate enough on new sales. Look out for it in two weeks!
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met." You learn tips to stop your day running out of sales time!
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."