|
MARKETING AFFILIATES
|
|
Click On the Links Below.
Be Informed...and Take Advantage of These Offers!
|
Where EVERY Distributor in the World Can Go to Our Show "24/7" Without Leaving Their Office!
Take Advantage of
This Free Resource!
|
|
A Tale of Lost Business
We all could write novels on stories of lost business. This novel would be filled with mystery and intrigue. The road for price driven customers searching for the best price is almost certainly destined for disaster.
Recently a colleague shared a story of a customer who took advantage of her efforts to serve them and tried to save a few bucks, by going to Lowball Company with the work she did. I hate when that happens!
Lowball Company
made mistakes on their purchase orders and these errors delayed the orders.
The supplier informed him that there is now a $150.00 rush charge for
one of the orders. "What?" he said, "I had to undercut my competition and I can't take a hit like that!!" Then they told him that there were not enough of the other items to fill his order completely.
"What," he said again. "How am I supposed to go back to my client and
tell them that those items are not available a week after they placed
the order and by the way, there is another $150.00 rush charge for
those items as well?"
This ended up being costly for all parties involved. But I'm not shedding any tears...at least not for the un-loyal customer and Lowball Company. Note I use the term "customer" not "client." Check out our article: Why You Want Clients and Not Customers.
We all have had these experiences which can make for some interesting reading. We invite you to share your stories at the end of our Statements are Not Questions article below. Following up on this topic, I was sent an article from Sandler Training with a great message about selling on price. Selling on price is expensive. We also invite you to read our story, The Price is NOT Right!
Happy Business Building!
Jeff Solomon, MAS
FPT.com
|
IF YOU ATTEND ONLY ONE TRADE SHOW THIS YEAR...THE PPAI EXPO IS IT!
 Why Is This Man So Successful?
I believe very deeply that a personal trust built up over many many years is
critical to our joint success. I need to meet with them, to shake
their hand, to look them in the eye and have frank conversation about how we
are performing for one another.
I need to feel their warmth and sincerity when they tell me they have my back
and that our business placed with their firm will be handled flawlessly.
I need a commitment "their own personal version of the Good
Housekeeping Seal of Approval" that we will not regret placing our
clients orders in their hands.
Many of us have been through difficult times. Both in business and in
life. Sometimes orders have problems. If a Fed Ex plane
goes off the end of a runway, a hotel has "lost" the presentation
gifts for HUGE deal, a shipping clerk did not read and execute properly on a
rush order, a customer service clerk failed to input the correct art file, or
any other litany of challenges....I need to know that if and when I call 911, my
long standing personal relationship with senior managers and principals will yield
a positive response and a solution will be forthcoming.
When a
problem needs resolution, our suppliers need to know who I am and what my brand
and the brand of MadeToOrder reflect. I have equally pledged that when
they do business with MadeToOrder, they can reach me with whatever issue needs
to be discussed, resolved and honest fair outcomes are obtained. These
relationships are absolutely critical to our long term success.
There simply is no other show that brings this
many key players together. MadeToOrder MUST be at the Expo!
Rod Brown handles Business Development
and is the CFO of MadeToOrder, a successful company with a unique
business model of a sales force owned company. We would love to hear your story and share our
vision for the future with you...contact Rod: Rod.Brown@madetoorder.com 925.484.0600 Ext #113
|
|
|
STATEMENTS ARE NOT QUESTIONS...
DON'T ANSWER THEM
The STORY:
After
making the best possible presentation and after spending most of the
night before preparing an extensive written proposal, Tim waited with
bated breath for the prospect to say "yes."
The silence in the office
was broken only by the prospect leafing through the written proposal.
Tim was tied in knots. "Well," said the prospect looking up with a smile, "you have given me the best presentation that I ever had."
Tim wanted to relax, but he knew something was coming. The last objection! Get ready! Here it comes! The prospect leaned back in her chair, looked Tim in the face and stated, "Your price is too high." Tim was ready. Before the prospect could utter another word, the words came out, "I really want to make this happen; I'll take off 10% if you sign today." "That's really nice," said the prospect leaning over the paperwork, pen in hand. As she signed, she went on, "You know, I would have paid full price because your product is exactly what I need. Thanks for the discount."
Click here for the rest of this powerful story.
|
|
|
|
|
