Tuesday, November 24, 2009
Copier Sales "What Comes Around Goes Around"
If you've been in the business as long as me, you'd be considered ah... well.....OLD! Believe it or not sometimes OLD is good!
Over the years I've sold many systems and developed many relationships. Additionally in these years I've seen business relationships change. Change is a part of our business, whether technology or our contacts.
I can remember an article of years gone by that spoke about customer/account attrition, going by memory I believe the article stated that you could lose up to one third of your accounts each year due to a voluntary or involuntary churn.
Just lately I've had some calls from contacts who have moved to other companies and even a few who have started new companies, thus new opportunities were created! So even in the worst of times there are some silver linings among the doom and gloom.
So, this Holiday season, make sure you touch base with all of your customers, until you make the call, you may not be aware of a change with your relationship. Consider this, even if your contact has moved on, with your call you've just established the beginning of a new relationship with someone else.