Why Your Parents are Geniuses
I was speaking with a franchise owner in the graphic arts recently. He's only been in business a few months and was looking forward to the time when he will be able to secure a large account.
“I’m tired of the small orders and want a big fish,” he told me.
But, as anyone who’s done this will tell you, you don't just bang on the door of a Fortune 500 company week 1. You need experience, time, and the luck that comes to people who are smart enough to know how one thing leads to another.
Let me tell you what I told him...
Here is how it will happen:
A request will come in for a job worth about $500. You know this is barely worth your time. Frustrated, you think, “Here we go again.” But, your parents taught you to “Treat all people equally” and “You can never go wrong by doing the right thing,” so…
With gratitude and professionalism, you treat this order as if it was the most important request you’ve ever received. The client is shocked by the immediate response and happy enough with the price that they place the order, adding, “Is there any way we could have it here by Friday?”
To make sure that need is met, you drive it there personally. The next day, you call to follow up. On that call, you thank them for the business and remind them of the other things you do, fully expecting to never hear from them again.
Fast forward six months.
It’s just a boring Tuesday and someone tells you a caller has asked to speak with you.
That call goes like this:
“Hi, Bill. My name is Allison and I work at Humungous Corporation. A few months back, you did a job for my husband. He raved about your service and how well he was treated, especially since it was only a $500 order. Anyway, I am Head of Marketing and we just fired our printer. Do you have time to come by for an introductory meeting?”
And that is why your parents are geniuses.
More great advice from your parents: Success leaves clues. So, if you want to be successful in sales, look to the best practices found inside The Sales Vault. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036 for more information.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.