This month we're looking at ways for you to look at your customer and prospect base and build your revenues with the opportunities you have.
The hardest nut to crack is the sporadic buyer. Are they maxing out their credit with every mobile who calls on them? Are they trying to spread the wealth and keep everybody happy? Are you their primary, secondary, or almost-nothing supplier?
Firstly, try your best to figure out where you stand with this sporadic buyer. Are you number 1,2,3, or four on their purchase scheme? You can mention to them that if they were to consolidate their purchases with you, you could give them something in return. Better terms, cumulative discount, the first shot of what’s new and exclusive. Something to make them feel special. Setting them up on a try before you buy it, one-week loaner program is a good way to get someone’s interest. There is no need to give away the store, just make them feel wanted and special.
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.