When you ask customers for their business once, it's very unlikely you'll get a significant percentage to say “yes.” But as you continue to ask the second, third, and fourth time, the percentage increases dramatically. The fifth time you ask is almost magic. Perhaps that's because customers realize your persistence indicates the kind of service you will give them.
ACTION ITEM
Be persistent. Keep reminding your customers that you are there and available, and eventually they will bite. In the meantime, do all the things we have discussed that will keep you at the top of their minds for when the time is right.
One way to win new customers is to let them know that you will play second fiddle to their current supplier. By positioning yourself as the second choice, you have the opportunity to be there when their current supplier makes a blunder. The secret is to be in their faces at the point of need or when they want to make a change. That means being persistent. Keep asking, and eventually their suppliers will drop the ball and you will get the business. How do we know that? How many times have you dropped the ball?
TAKEAWAY
The phrase “out of sight, out of mind” couldn't be
more true. Be persistent to win new business.