“I manage my business by having a clear and defined system in which my customers know the hours of operation so that I can have time for a personal life. This is one of the keys to my success.” ~ Will Donnell
Topics discussed by DSR of the Month Will Donnell and DSR Dave:
- You are working on an account that is buying from your competitor and they don’t know you, what is your process to proceed?
- Online research for name of chef or owner, being a customer and checking out their business for…
- Sugar caddy always helps to confirm who the prospect is buying from if branded packets.
- If you do use the front door when calling on a prospect, having a name is always the best option to get a discussion going.
- If the front door doesn’t work, you can always try the back door which is the quickest way in and could also be the quickest way to get kicked out! But worth a try.
- Response to prospect when “I’m happy with who I’m buying from”. Donnell, it depends on…
- How many times do you call on a prospect? It could be years, some of my best accounts…
- You must go back in a good number of times even if the prospect is not interested on your first few calls. Do not be annoying but be helpful and make yourself valuable.
- When do you ask prospect to fill out credit applications? Mutual interest is a good…
- I provide essential information on a document at this stage to be upfront and clear with times, phone numbers…
- A/R is streamlined because of ACH, it has made a big difference and is an essential part of the relationship with customers.
- How often do you see your customers in person? At least once a week, plus phone, text, email with a very quick return call from me if…
- Do you ever turn your phone off?
- I manage my business by having a clear and defined system in which my customers know the hours of operation so that I can have time for a personal life. Donnell says this is one of the keys to his success.
- I give them 110% during those hours and will be back on it on their behalf first thing in the morning if I receive messages with needs or issues after those hours, they can count on it!
Be a Resource and SELL SOMETHING!!
