Raise ‘Share-of-Customer’ –Farquharson/Tedesco
That's a No-Brainer
Why focus on increasing your Share-of-Customer? Let us be blunt: Duh!
The buyer mentioned above already knows you. It's much easier selling repeat work because the hard job of qualifying the lead is already done. Think of how much work is required to travel through the "suspect | prospect | quoting prospect | trial customer | repeat customer" funnel and compare it to the easier task of nurturing someone who's already used to paying your bills.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
