Soar to Success December 2018

%\ 'LDQH +HOELJ M any sales people and small business owners lull themselves into a false sense of VHFXULW\ 7KH\ DUH FRQĆGHQW WKHLU FXUUHQW FOLHQWV will return or continue to buy from them. Then they are shocked when that doesn’t happen. &RQĆGHQFH FDQ EH GDQJHURXV ZKHQ LW LVQèW based on anything. Okay, doing a good job is something. However, it isn’t enough. We live in a very competitive time. There are more and more companies offering the same product or service. Maintaining customers requires more than just selling them something. Anyone involved in business development has an obligation to stay in contactwith their customers. You need to know what is going on with your customers over time. Imagine this scenario: Let’s say you sell gift baskets. During the holiday season, you sell your products to Company ABC. Every year they reach out in October to start working on their holiday order. The revenue from WKLV FOLHQW DORQH LV VLJQLĆFDQW 7KLV \HDU 2FWREHU comes and goes with no contact from ABC. You reach out in early November and discover that a new committee is now working on this and 62$5 72 68&&(66 / December 2018 / Business Acceleration Strategies %QPƒFGPEG %CP $G &CPIGTQWU