Raise ‘Share-of-Customer’ –Farquharson/Tedesco
What happens next month when you get the expected $20k job and the $15k job? Your SOC increases to 35 percent. If your customer is concerned about spreading his/her work around, going from 20 percent to 35 percent SOC is barely noticeable to the client. But to you? Your sales with that customer will increase 75 percent!
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.
