Thursday, May 27, 2010

Mistake Number 9

Mistake Number 9: You wait until you lose one account to start looking for another.

Over the years I won accounts and lost them. Early in my career, one big loss blind-sided me and taught me this painful lesson. If a client is worth $10,000 in yearly billings, you may be able to replace them quickly. If they’re worth $100,000 or more, it takes longer. The “I’m too busy to sell” mentality permeates the printing industry. Allowing that thought pattern to take root in your mind is a mistake to fix today.

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