Just as most of us assess our waistlines after the first of the year, most businesses assess their bottom line. As the final numbers for 2010 are tallied, many businesses start looking for ways to cut expenses. If you do not wish to be one of the "expenses" that drops out of the budget, it is time to take action. I believe a "good offense is the best defense." Approach your customers with new ideas and new proposals. Focus on the value you deliver to the customer. If they have had a bad year, remind them how much worst things could have been without the customers your publication brought in. Suggest they get more aggressive to turn things around. Conversely, if they've had a good year, praise them for proactively advertising and going after business when many were cutting back. This is also a great time to go after advertisers in competing media by showing the greater value offered by your paper.
Keep Smiling, Keep Selling!
Thanks Jim Busch
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