If you want to get a new customer, do you know which door says “Enter Here”? It can be a struggle to get entrance to a client, especially if it is someone who is either a long-time customer of another company, or someone with whom you don’t have any relationship.
If the person is happy with the other company, that should not stop you from making a sales call. You never know when that relationship will fail, or when something else will happen that causes that person to need you, your products, or your services.
A feed sales rep friend of mine had called on this one farm for several years. The woman who owned the farm was always nice, but her relationship was with a feed dealer who did not carry that brand of feed. Suddenly, that dealer with whom she had a great relationship was no longer carrying a specific brand of feed that the farm owner liked. Unbeknownst to the feed sales rep, the horse farm owner recommended that the dealer contact that feed company and start carrying that line of feed. And the dealer did!
So, through persistence and relationship development, the feed sales rep not only got that one farm, but many others through that new dealer.
Another friend was looking for a job. She happened to mention that to me about the time another friend mentioned having a great job opening. I introduced the two, and the rest was history. Everyone was happy.
Sometimes you have to sow the seeds, water and fertilize, and be patient until something grows or the environment changes to be favorable to you. Other times you’re just in the right place at the right time.
If you want to get a new customer, do you know which door says “Enter Here”? It can be a struggle to get entrance to a client, especially if it is someone who is either a long-time customer of another company, or someone with whom you don’t have any relationship.
If the person is happy with the other company, that should not stop you from making a sales call. You never know when that relationship will fail, or when something else will happen that causes that person to need you, your products, or your services.
A feed sales rep friend of mine had called on this one farm for several years. The woman who owned the farm was always nice, but her relationship was with a feed dealer who did not carry that brand of feed. Suddenly, that dealer with whom she had a great relationship was no longer carrying a specific brand of feed that the farm owner liked. Unbeknownst to the feed sales rep, the horse farm owner recommended that the dealer contact that feed company and start carrying that line of feed. And the dealer did!
So, through persistence and relationship development, the feed sales rep not only got that one farm, but many others through that new dealer.
Another friend was looking for a job. She happened to mention that to me about the time another friend mentioned having a great job opening. I introduced the two, and the rest was history. Everyone was happy.
Sometimes you have to sow the seeds, water and fertilize, and be patient until something grows or the environment changes to be favorable to you. Other times you’re just in the right place at the right time.
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