The first step was to pick up the low hanging fruit. I asked Tim:
“Do you have people who have asked for a quote over the past 12 months, but for whatever reason, they have not converted?” “Yes,” Tim said,“lots of them.”
I asked if he had been thorough in following these guys up. “No,” he said. “I’ve been busy!” I then suggested that he should call each and every one of his quotes up and try to convert them into sales.
We came up with a great script and Tim made 10 calls the following day. During these calls, he got £8,500 worth of sales, as well as four referrals into other businesses and we turned those leads into over £20,000 worth of business.
Not a bad first day!
Tim and his team continued to rake in those easy sales for several months.
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In the meantime, we started to work on his current clients and then get him set up on Google PPC Advertising.
I suggested to Tim that he should pick up the phone and ask his past clients and current ones two very powerful questions:
Did they need any printing done right now, or in the near future?
Who do they know that may need some quality printing done either now, or in the near future?
Going back to his current and past clients literally opened up the floodgates.