The Infamous Gatekeeper You’ve got your eye on the top sales spot at your company someday. You know to get there you must make a bunch of cold telephone calls today.Steeling your resolve, you reach for the telephone and dial the first name on your sheet. The phone rings, and you await the inevitable, palms sweating. Because you know to… Read more »
Special Orders Don’t Upset Us… Do you remember that Burger King jingle? How did it go: “Hold the pickles, hold the lettuce…”? Have you ever filled a customer ask you wish they hadn’t asked for? Maybe they placed a special order you expected would be incredibly difficult to offer. Or you despised the manufacturer supplying the part. Whatever the reason, you didn’t… Read more »
In the corporate world, managers often instruct salespeople to collect payments. On its face the idea seems sound. A rep makes the sale so why not have her collect the payment? Having a rep accept receipts also provides a reason for the rep to stay connected. However, the policy has unintended consequences and can result in huge customer service fallout.
Have you ever gone through the trouble and cost to create a beautiful brochure only to discover a typo after you’d printed ten thousand? I once printed five thousand letterhead envelopes only to discover upon receipt the printer shortened the zip code to only four digits! All that time and money for layout, a copywriter, graphic designer, printer… down the… Read more »
In the last two posts I explained how you’re leaving money on the table by refusing to raise prices and how to use the Grandfather Discount to raise rates and keep your clients. In future posts I discuss how and when to raise prices to earn maximum profit by improving your brand while keeping your clients happy. Now I want to share how… Read more »