10.27.16
You Don’t Know Me But…
Some things in life you can’t make up. At a recent industry event, I observed a person approach a successful flooring dealer and say, “You don’t know me but I’m a rep with ABC company (name changed to protect the innocent). I know you guys use our competitor so that’s why I don’t come in and visit you.”
My guess is that sales rep probably will not be with ABC Company for an extended amount of time. It is a reminder that if our customers don’t see us or don’t know us, chances are very high they are not a customer at all. It initially may be unpleasant to break the ice in an account that is not friendly or open to a new vendor but if we hope to capture new business, we have to be willing to have a long term approach. Here are few ideas to open the door.
• Talk to other vendors in the industry who are not competitors or who have a relationship with the customer and ask them to introduce or refer you.
• Offer information freely that helps the customer be more profitable or efficient.
• Use industry events to begin developing an acquaintance. Often there is more of an openness to dialogue when the customer is not in the office.
• Find out a cause that the customer supports and offer to support it financially, with donated materials or time.
Get to know your customers and your business and influence will grow.
Regards,
Brian
