Your best source of business is your existing customers
Jimmy and Amelia came in to talk with me the other day.\xa0 They own a very successful printing business that has been around a long time.\xa0
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This was their story.\xa0
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We sat down with one of our largest customers last week and came away totally excited, yet totally shocked.\xa0 We do about $100,000 a year with this customer.\xa0 They pay well and they are good to work with.\xa0 Just out of curiosity Amelia asked them how much their organization actually spent last year on printing.\xa0 The customers say, \u201clet me find out for you\u201d.\xa0 She picked up the phone and called her CFO, he told her $1.3 million.\xa0 I know my face dropped\xa0 but I recovered quickly.\xa0 \xa0\xa0Here was a customer who loved us, who we did a good amount of work for, and yet, they were spending 12 times as much on printing with other companies.
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How you could say, that sucks.
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But Jimmy said \u201cHalleluiah.\xa0 Look at the opportunity we now have.\u201d
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The first question he asks is \u201chow do we get the opportunity to work some of the business we don\u2019t have?\u201d
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Their customers answer, \u201cconnect with Henry at 2891.\xa0 He was just telling me the other day about how he was very unhappy about his printing results.\xa0\xa0 I would have recommended you, but I didn\u2019t know you were looking for more business?\u201d
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Are you are out there trying to get new customers?
Are you spending a great deal of your time prospecting new business?
Are you working harder and harder to get new clients?
Most of you would answer all these questions with a resounding YES.
However, what did you learn from the above story?
Could you be in the same space as Jimmy and Amelia?