Thoughtful Thursdays - Do You Call In Depth?

First off I want to wish everyone all the best and much success for 2009. Now that the holiday season is coming to an end for another year thoughts are turning back to business and the achievement of new sales objectives.

Most conversation these days includes talk about current economic conditions and how difficult it is to maintain share let alone grow new business.

So, how well do you know your customer? What might happen if your contact leaves or is laid off? Would you continue to enjoy the business or would it be at risk?

My message today is to know as many people as possible at your customer - call in depth. This would people on the floor to upper management and at each level in between. The more people you know, the less likely it is you will loose the business because you have established an in depth relationship with your customer.

Take the time to establish relationships at all levels and your efforts will be rewarded. Your customer will appreciate the interest you show in their business and will be less likely to have reason to change suppliers.

Until next week, good selling.

Richard