Where's Your Focus

By Mike Philie
In February 21, 2009

We all want new business. We want to keep the business that we’ve got (OK, most of the customers anyway). We need to “grow” and we need to increase profitability. With all that’s going on where’s the focus?

Here’s what I see. You’ve got very good active accounts, OK accounts, inactive accounts and prospects. Good accounts-don’t take your eyes off of them. Work with them with the same level of passion and excitement that you had when you were courting them because your competitors are working like heck to open those doors. You probably have some accounts that while active, you probably aren’t getting all the work that fits you. Decision time…set up a meeting with your team and their team to determine how you can be more successful. How can you move from number 6 to number 2 or 3 in the depth chart of suppliers? Maybe it’s you (the rep) that is the problem. Find out, find out fast and make a decision as to how you’ll move forward. The third group of accounts is inactive. They bought once or twice or maybe just haven’t bought in the last 90-120 days. What’s up? Again, they drank the kool aid once, what do you need to do to get them back to the well. Make sure they fit as a customer and make a plan…make a play! When you prospect you should be looking for companies that mirror your best existing clients. Have a clue as to why your good clients buy from you and present to those who might want to be helped in the same way.

Where’s your focus? We are always busy. Are we always as effective as we’d like? As an owner or a sales rep find the discipline to work on your business as hard, as smart and as passionately as you work in your business.

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.

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