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Diamonds In the Rough?
Copyright © Bill Vannot - All Rights Reserved
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What customer can be added onto your top five accounts?
There is a story of a South African farmer who sold his land
to travel all over the world. He decided to search out his
fortune. This sounds simple enough, right ?
Acres of Diamonds was the idea behind his quest. How
possible is it that those top five nuts that you worked so
hard to crack, could result in a rare diamond? TRY a little
chipping and a lot of polishing and maybe the yield can be
even greater wealth.
Before you fly off to prospect at the far reaches of the
earth, you must take the time to learn more about those you
have already sold to. They trusted you before. They will
trust you again, if you delivered on all your promises.
Your satisfied customers can lead you to additional business.
They are Diamonds in the Rough!
Try prospecting in your own customer files. Reconnect,
Rekindle and spark that flame! This is a proven strategy
that consistently turns up Diamonds in the Rough. Think of
every person you "already" know IN your existing accounts.
Build on that information. This gives you a head start
because you know who to ask for what and how to ask. If you
have a reputation of delivering quality service, then build
on that strength. Keep in close contact with your entire
business base. Build on successful old relationships.
Never under value the old customers.
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