Farquharson/Tedesco on Business Development: Sales: Harder Now or Before?
NOW—Often, you are as secure as the last job you shipped in.
The importance of building a strong relationship with your customers remains critical. It's how you go about it that's different. The three-martini lunch is long gone and if you are going to take a client to a ballgame, it better be a Little League game because corporate mistrust has rewritten the rulebook, and gifts of any kind more than $25 must be reported. In addition, because of sheer efficiencies and reduced staff, face time with the customer has become Facetime with the customer as technology (read: Social Media) has replaced the drop-by as a way of catching up and maintaining a connection with a client. Answer: Harder now.
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.
