Five Reasons Why You WILL Lose Customers This Year
Are you ready to lose 18% of your customers this year?
I hope so! The average business is set to lose nearly one in five clients every year. Hopefully these won’t be your best customers but, even so, you should be prepared to lose a fair amount of business over the next twelve months.
It’s important to remember that you will have a natural fall off in customers: there’s nothing you can do to prevent it. Let’s find out why.
Here are five reasons why you will lose customers this year:
- Some of your customers will go bust
Not all businesses will be here next year. There’s not a lot you can do to stop some of your customers making bad business decisions or hitting a patch of bad luck.
- Some clients will stop using print
We all know that this is misguided. However, some of your customers will be seduced by what people might tell them about electronic communications. And some are just looking to save costs.
- Staff change
Some of the individuals that you deal with will move on over the coming months. This may give you opportunities at new companies. However, it is also a threat. Often people who come into a new buying role like to shake things up or bring along their preferred suppliers.
- The competition will have some victories
Some of your clients will have big promises made to them by the competition. They may be tempted to try them out. And they won’t always come back to you.
- Perceived indifference
Some customers will think that you don’t care enough about them. They will convince themselves that you are not the right supplier for them.
So what’s the solution?
We all need new business. Even if we just want our business to stand still, we need some more clients. It’s not easy. Sometimes we hold ourselves back.
So look out for my next few articles. I’m going to share with you some of the barriers that stop many of us from winning new work. Then I’ll go on to show you a system that allows you to win new business in just four hours a week.
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. 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." Which gives you a clar sales strategy for winning new business.
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."