When They Go Silent

By Mike Philie
In April 20, 2009

The worst feeling is when decent, active accounts go silent. Did we mess up a job? Was that late proof the other day a deal breaker? What should we make of this??

All too often I hear about these situations and the first question I ask the rep is "when was the last time you met with them?" After a long pause I'll get some type of response but I usually don't buy it. Sometimes worse is when I ask the president or sales manager the same question. We have a tendency to be business as usual with our better, active accounts. Sometimes they will actually tell you that they don't need to see you. I don't think that you can take anything for granted these days and however you can stay in touch with or in front of your clients is a good thing.

Don't wait for the silence to appear at your doorstep, be proactive and stay in front of your customers.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

Leave A Comment