By: Rosalie Marcus, Rosalie@promobizcoach.com

At one time or another, it may happen to you. I know it has  happened to me.

A big order or steady promotional products buyer that you thought was a sure thing went to someone else. Maybe you’ve gotten complacent and you weren’t nurturing the relationship as much as you should. Or… maybe the company changed hands. It could be any one of numerous reasons. Regardless of the cause, the reality is, in today’s highly competitive promotional products business environment you can’t take anything for granted.

Here are 7 things you can do now to get back on track and win more sales.

1. Analyze what went wrong. You can’t get every sale, but you can learn from the sales you lost. Learn from your mistakes; everyone makes them. Is there anything you could have done differently?

2. Ask for feedback.
You may learn something that will help you with the next big sale. Asking questions such as: Is there anything I could have done differently that would have helped me keep your account? What went into your promotional products buying decision? You may wish to schedule an in person meeting at a future date.

3. If appropriate, apologize.
You may get feedback that you acting inappropriately or made a major blunder. Accepting responsibility and a sincere apology can go a long way in winning your customer back.

4. Provide value that is meaningful to your customer. This goes with tip # 2. Without an understanding of what is truly valuable to your customer you will always have a hard time winning sales. Promotional products buyers  needs change over time, stay on top of what is most important to your most wanted customers and you’re sure to win more sales.

5. Make your customer aware of all the services you can provide. It’s not uncommon to lose a sale because a customer didn’t know you could provide an additional service they were seeking. List your services in all your marketing materials. And when you can’t provide a service, seek to form alliances with businesses that can.

6.  Don’t burn bridges.
Keep the door open for more sales by always being professional, courteous and upbeat. Keep in touch with the client via newsletters, articles of interest  special offers and virtual and spec samples. You never know when another opportunity will present itself. Companies change hands frequently, the next person in line may give you another opportunity, or your lost account may get back in touch with you.

7  Upgrade your selling skills. Work with a business coach or mentor or join a coaching group. Attend sales training classes at industry trade shows. Stay current with the latest trends in promotional products sales. The top sales professionals are always learning and upgrading their skills.

Above all, never give up. Learn from your mistakes and keep on selling. Instead of feeling discouraged because you lost a sale, follow these 7 tips and get back on track. Your next big sale is around the corner!

What have you done when you lost a big account? Have you ever gotten the account back? Comment below.

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Questions? Contact: Rosalie@promobizcoach.com