The Story: A print and promotional products salesperson tried for months to meet the president of a regional chain of coffee shops. After being challenged by his sales coach to try something BOLD, the salesperson took a mounted poster promoting the chain's new coffee into the flagship store. The president's office was in back. "I have the poster for the President. Ask him to show me where to hang it." he stated to the barista. The president came out and asked, "What is this?" The salesperson replied, "I am giving you this poster as a sample of things we can do to help you grow your business. There's a lot of empty space in here and I have some ideas how it could generate revenue. Are you available Friday morning to hear them?"
Four weeks later the chain placed a five-figure order for printed material, branded clothing, coffee mugs, and other promotional products that they now sell in their stores. They even put their logo on coffee bean bags that they sell instead of throw away! They are making "green" while being "green".
The Take Away: Become a creative business resource for your customers. Often, they are too busy to fully leverage areas that you are an expert in.
The Challenge: What can you march into the door of your top prospect that will deliver instant value?
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