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Sean Norris
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Emmer advised creating a list of local companies and identifying the ones that offer the most direct access. "Work on the top two or three at a time," he suggested. "Once a prospect becomes a customer, continue to move down the list."
2. Don't Sell on Price
Large companies have more leverage than smaller ones in regard to who they buy from, and if your only asset is low prices, you'll lose out to the lowest bidder—or be forced to become the lowest bidder yourself. "Selling on price guarantees that you will have to sell every project every time," said Emmer. "And it guarantees that your margins will continuously decline as the slow-motion reverse-bidding auction drags on."
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Sean Norris
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Sean Norris is editor-in-chief for Promo Marketing. Reach him at snorris@napco.com.
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