NEXT YEAR IS NOW!
SELLING IN ADVANCE
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
How companies establish their budgets can be mysterious, indeed. What happens when they don’t spend that budget is even more curious. Some companies allow funds to “roll-over” to the next year. Sometimes the balance evaporates into thin air, never to be used.
Some companies belong to trade groups or business groups that make funds available for education, advertising or other uses based on their buying patterns and participation in specific marketing programs. In the advertising business, tons of coop funds go unused each year.
We can actually help our clients -- and perhaps ourselves -- by knowing how these budgets work.
At the end of every fiscal and/or calendar year, reach out to your clients. Ask how satisfied they are with the service you’re providing. Ask what you can do to improve as a vendor to them. We can also inquire as to whether our clients will be using us in the up-coming year. If so, we can offer to take payment now in return for services to be provided in the future (make certain their accounting department is good with this).
How about making that call right now?
Good Selling!
SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.
No comments:
Post a Comment