Three Red Flags Why You Should Not Deal with a Prospect
Do you have nightmare customers?
Chances are you knew they were going to be a nightmare customer before they placed the business with you.
Here are three customer behaviors that should make you seriously question whether you want to deal with them:
- They constantly tell you about all the terrible experiences they have had with other printers
- It takes you an hour's conversation to land a tiny job
- They start pointing out all the unreasonable demands they are going to make on you
It’s a hard decision to decide not to work with a prospect
But sometimes, it’s the right thing to do. The time you spend servicing the account of a nightmare client could usually be spent more profitably. How much time would this allow you to spend finding and selling to more profitable prospects? How much time would you have to upsell the clients you enjoy working with?
It’s time to focus on exactly the right prospects for you
If you spend time focusing on these types of prospects, they usually become easier to convert to clients.
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." You’ll also receive my regular "Views from the print buyer" bulletin, full of ideas on how to sell print effectively.
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."