Sales Gold
“An effective way to find new opportunities may be with your existing customers. What is your share of the customer’s total spend? If it’s 50 percent or less, find out what needs to be done to capture a larger share. Your advantage: [the customer] already does business with you and trusts you as a vendor. Leverage the current good service you provide to get more business. [Furthermore,] it’s a great time to look at those dormant accounts and prospects who never had time for you before. Right now, they may be very willing to hear what you can do for their business. They’re more open to new ideas than ever before. Dust off the old prospect list and revisit them anew.”
Steve Brocker, vice president/sales and marketing
Western States Envelope & Label
Butler, Wis.