What’s Next….For A Few….Becomes More Clear……!

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By Sid Chadwick, Chadwick Consulting, Inc.
https://www.linkedin.com/in/sid-chadwick-163a1a12/

“We offered… so that we…ourselves….would become transformed….and anew….”……Julia Gata

INTRODUCTION:

When an attendee came forward at the end of the first of three days…. of our 3-Day Inside Sales Rep Education Training Program….and intentionally…. wrote me a check --- for…. $75 more than he was charged….I noticed.  (I think that’s a First.)

There were five attendees, from three organizations. (This Note is written --- with one more day to go….before I head home to North Carolina... finishing-up a 12-Day West Coast Trip.)

At the end of today, a different attending company, with two attendees –  had pointed out….that their company has an unusual capability --- that I subsequently, promptly pointed-out… specifically….represented millions of additional business….a capability that has never been recognized and promoted… to their customers and prospects -….in San Francisco.  Really…never presented to major  prospects --- across the U.S.  (Really…tens of millions of additional business…waiting to be harvested.)

(Note: that company’s ownership recognizes that they’re too dependent on “Outside Sales Reps” --- getting the word out….and representing them to current customers and prospects……that isn’t happening…!...Which is partly why they’re here… for 3-Days of Inside Sales Rep Education & Training.)

SUMMARY:

I repeatedly pointed-out specific examples this week…. that:

  1. Most of us remember… our favorite Teacher.
  2. Do not quitThat special individual...  represents a permanent place in our personal psyche.
  3. Our industry, and particularly our major Associations… have generally quit educating members…on… “How to Develop New Business”… it’s become…so much about….. “social activities… for their aging members”…!
  4. And therein lies the opportunity….Continuously educating your Buyers…particularly your “New Buyers”…as you create a position for you and your organization …with your target Customers and Prospect…that’s often permanent….…!

We Presented Four (relevant) Research Databases… to last week’s client….and Three (relevant) Databases to this week’s five Attendees…for solving their business development problems…for Printers….and their Customers…..similar to the DataBase Case Studies Curriculum….  we wrote in 2015 for the U. of Houston’s Graphic Communications Program, and their Dr. Jerry Waite….Dr. Waite didn’t know about those Databases we presented….but was open to learning and quickly supporting what we presented…our Database Case Studies Curriculum Course is taught by their Mr. Mark Hargrove…I believe they’re now up to six over-subscribed classes…each year…for ambitious students…and their ambitious employers…! (Hopefully…but not often….Printers…it seems that outside industries have learned about the rare thinking  and problem-solving skills this DataBase Course…. creates…for solving “Business Development Problems”.)

The purpose of a business is to create and serve customers…”…Peter Drucker, Writer, Management Consultant

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