The opportunity is changing
By having the better concept, the better goods or service offer the better service. In short: by offering your customers a real advantage.
I do not mean to say that you have to make the most of the entire industry. That would be oversized. And that is not the point.
It is enough for you to look closely at your customers' potential, which you have overlooked so far. Usually a lot is found.
The principle of large stones
In his lectures on time management, the best-selling author Prof. Lothar Seiwert is pleased to present the following: He has a bag of stones, a bag of gravel and a glass full of sand.
If he now places pebbles and stones on the glass with the sand, then the glass swells over. But if he first fills the big stones, then the gravel and finally the sand, then it fits.
It is about planning the important dates first and then doing the smaller tasks only afterwards.
In other words, the right prioritization. And it does not only need it in self-organization. But just for you as a salesman also in dealing with the customers.
A customers, B customers and C customers
Any salesperson who understands something about his business divides his customers into A customers, B customers, and C customers. He takes care of the A-customers first, these are the big stones. Then around the B customers, the gravel. And when there is time left, the C customers turn to it, the sand.
You must assign customers correctly for this priority setting. And you need to know as much as possible about them in order to assess their potential for your business relationship. How do you find out? There are different ways. For example, you can draw conclusions from the information you already have or can easily determine.
Find information about the customer
To figure out how much of the product or service you offer your customer really needs, you'll need an idea of that customer's annual sales. If it is not a listed Company that publishes an annual report, the revenue is not publicly available. But that should not keep you from your project. Because you can open up the sales wonderful.
Ask the company owner for the number of employees. Or find out on the company website. You know how much revenue an employee has to make to be lucrative for the company; So, based on the number of employees, you can calculate the minimum turnover of the company.
Or: With a car dealer, you can easily estimate how many used cars he will sell from the number of new cars he takes from you each year. From this you can then tap the sales.
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