It was a half-century ago, 1964. The nation was still reeling from the impact of the Kennedy assassination. My family had just purchased a cool seven-passenger Chevy wagon. In spite of the hitting power of my hero Mickey Mantle, the St. Louis Cardinals had just overcome the Yankees in the World Series.
Let’s start with a premise. Your company is better, maybe even much better, than the competition. And since we’re done with that little nicety, let’s talk specifics. You are better for the following reasons… (Insert something real, measurable and substantial here.)
Research by industry consultant Brent Grover indicates the typical distributor invests more than $150,000 before a salesperson starts generating profit for the company. Think about this: that new guy out there struggling to figure things out is burning through dollars like a forest fire. Did this get your attention?
With this cultural background, is it any wonder so many salespeople burn their time servicing customers with little or no payback? To drive home just how pervasive this equal treatment for all ideals loom, allow me to relate a story. In distributors around the country, salespeople argue for technical support for customers lacking the potential to ever repay the investment costs of this precious commodity.
The devil’s in the details and so are big bucks. Here are 11 easy actions to take now that can save you thousands this summer. You do not need to perform all of these yourself. Delegate as many as possible.
1. Check Your Pricing
Super contractor, Ken Goodrich checked is pricing this week following a “Power of Positive Pricing” presentation at the Southern Nevada Air Conditioning Refrigeration Service Contractors Association meeting....More
It costs $1 to keep a customer, $7 to get a new one. Attend this webinar and learn how you can you keep more of the business you have, improve close ratios and manage your business more effectively and efficiently....More