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The easiest accounts to take care of and maintain should be those sitting and operating across the street. Many times companies spend a lot of money going out of state or across the country to expand sales, but the opportunities are near their own parking lot.
Look through your zip for customers. Make a commitment to canvas your zip code and find the potential customers that you can nearly walk to. Try this approach because these accounts are preferable over those 1,000 miles away that are very difficult to service.
Send out a great sales person to start relationships. Send a personable bright employee (sales representative, buyer or a manager) out into your industrial park or neighborhood to either find selling opportunities (customers) or lower priced vendors. Gather names, phone numbers, email addresses and enter these potential customers into your system for follow-up.
Give them brochures, pictures and place an order with them. Leave literature and give them preferential pricing in exchange for their best deals. To ensure this relationship starts, place an order from them once the visit is over if that is feasible.
Invite them to your facility asap. Invite them to your company and make absolutely certain at least their first purchase of goods services from them goes without a hiccup. Make it worthwhile to do business with the neighborhood because they should be the easiest and cheapest to please.
