During the early 2000s, I dealt with forestry companies. Primarily with their engineering department as well as the forester’s themselves. These companies were very motivated by pricing and loyalty was as good as your pricing. They changed suppliers at a drop of a hat. However, later I did find out they did have loyalty.
They use a particular commodity that would retail anywhere from $0.81 – $0.95. There were a 100 units in a case. The average order for this commodity would be anywhere from 5-20 cases at a time.
Here we are in July. Both Canada and the United States have had a birthday. Kids are out of school and of course, the weather is getting sunnier and warmer. Furthermore, as I discussed in my blog, Dispelling the Summer Lie, this is an incredible opportunity to increase your business.
What we will be doing today is a continuation of the blog and discuss; how do we stay on top of mind with prospects and clients so that we are the first ones they call.
In every company, there is a hierarchy which can be easily charted. However, I have yet to see a correct hierarchy chart.
The top rectangle is usually reserved for the CEO, or President, or owner. Then the second tier is made up of; General Managers, Chief Financial Officer, Chief Operating Officer etc. This second tier reports to the big rectangle. Reporting to the second tier is the third tier. Usually, these are; Sales Manager, Procurement Manager, Logistics etc. Then a fourth tier we get into Store Managers, Supervisors of the different sections of the business; warehouse, sales, logistics. At the bottom are the employees that report to the fourth tier.
You have successfully moved a prospect to a customer. they are not clients until they have bought the second time.
Once that is accomplished how does one keep them keeping back? As I promised you last week, I will be providing some tips on not only keeping your customers but to also make them loyal and paying customers for life.
I am going to shock some of you who follow my blog and I may even lose some of you, but did you know there was a time before the Internet, iPhones and laptops and some of us actually lived and worked, during those days. In those dark ages, there were set times where commerce actually occurred and we were expected to work those set hours. However, in today’s’ technological global world, all of that has changed.
Two words that no one wants to hear: “You’re fired.” Two words made famous during the running of ‘The Apprentice’ on television. Two words that some in the United States would like to say to the current President. It has in all likelihood happened to you if, you have been in this game as long as I have. It certainly has happened to me. That will be another blog for another time. However, did you know that as a sales person you can ‘fire’ your client?