Sales Tip: Building a customer base

July 27, 2016
To build a customer base, Donald Heath says it’s important to get in front of the customer.

To build a customer base, it’s important to get in front of the customer. Donald Heath, and independent distributor employed by multi-route business Goliath Tools & Equipment, makes it a point to go into every shop, and to speak to as many technicians as possible.

While Heath has a more established route with customers who come out to the truck when he arrives, he will still do this to acknowledge all current and potential customers.

“My thing is, you can’t get a customer if you’re not willing to go talk to him. Go say something to him. Majority of the guys, they’re not going to come out to the truck if you’re not going to say anything to them. I go out and go into the shops and talk to the people,” says Heath.

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