You can’t lose something you never had. Businesses spend $200 billion per year on what you are selling. You live within an hour drive of $250 million to $2 billion in business. That is a lot of money to be had, and there is no reason why you can’t have more of it. So what’s stopping you from going out and getting it?
For most people it’s fear. What’s the worst thing that could happen if you step outside your comfort zone and call a new prospect? The worst thing that could happen is they don’t buy from you. Well, they aren’t buying today. They aren’t your customer today. You have nothing to lose. Don’t let the fear of failure dictate your future. Here are the first two keys to growing your business at any level:
1. Earn new customers. Try more sales techniques to get your foot in the door with new prospects. You are going to hear “no” and you are going to be rejected, but you also might just hear “yes,” too. At Proforma, we give our owners a lot of great tools and resources to help them break down barriers and get into more qualified selling situations more often. Drop off unique gifts and marketing pieces. Be persistent. Be creative. Try new things.
2. Sell more to your current customers. One of the worst things you can hear from your current customers is “I didn’t know you could do that.” Don’t let yourself get pigeon-holed into being just the “promo guy” or the “print lady.” Tell your customers everything you can do. Ask questions. Businesses spend $9 on print for every $1 they spend on promotional products. In many cases, the same decision makers you are dealing with are also buying the printing, too. Are you getting your fair share?
It is up to us to continue to push our boundaries every day to seize the opportunities that are around us. As the famous Wayne Gretzky quote goes, “You miss 100 percent of the shots you don’t take.” Don’t miss your opportunity to take a shot. Start going for it today.
