ALWAYS A WAY TO GET IN
Field Coordinator Diane Pilkinton shared a great experience and lesson with us recently. She has a customer that would purchase approximately $1,000 a year from her. A new buyer arrived and they only purchased about $100 every once in a while.
One day, Diane received a call from the accounting department to inform her that the new buyer placed a large lighting order with another company. The accountant felt like they were being ripped off by this other lighting company! Soon after this, the new buyer also left.
Diane talked with the third buyer and suggested they speak with accounting to get their guidelines on purchasing lighting. Diane received a call back from this buyer stating
that the accounting department informed him he could buy anything, as along as it was from Diane and Maintenance Engineering. Based on M.E. and Diane’s reputations, they knew they were not getting ripped off and were getting a quality product!
Did you know that the new LED lamps can
be dimmed and make excellent replacements for incandescent and halogen lamps? You
can save energy and increase light output! By changing 1 incandescent A19 to an LED A19, you can save up to $94.61 in energy savings alone per year! LED’s also have up to a 12 year warranty, so imagine going all those years without having to change a light bulb!
CULTIVATE A MENTAL ATTITUDE THAT WILL BRING YOU PEACE AND HAPPINESS
- Fill your mind with thoughts of peace, courage, health and hope.
- Never try to get even with your enemies.
- Expect ingratitude.
- Count your blessings – not your troubles.
- Do no imitate others.
- Try to profit from your losses.
BEST SELLING TIME of the YEAR!
- – Weather is cooling down
- – Buyers are in and ready to buy
- – Days are getting shorter
Fill your le box now with NEW accounts so Snowy, Cold weeks won’t slow you down!!
BEST SELLING DAY of the WEEK!
- – Buyers are easier to get to
- – Buyers are not rushed
- – Buyers are willing to talk
HARVE$T TIME IS HERE!!
Every account in your file box can be repeated 1-5+ times between now and Awards Year-end in January! You worked hard to open and develop your account base. Now is the time to harve$t those account$!!
Growing up on the farm, I watched the excitement in my father as we harve$ted our crops…a major portion of our income! He followed his “Rule of Harve$t”! He worked sun-up to sun-down 6 days a week to insure he didn’t lose any of the crop to “The Competition.” On the farm the competition was birds, rain, wind and even sometimes early snow. He wanted to get that grain in the bin and eliminate the risk of losing both the quantity and quality of the crop.
Likewise the “Rule of Harve$t” applies to us. Work hard to CALL AND PITCH all your customers; the sooner the better. This means fewer sales being siphoned off by the competition. Also, at this time of the year, the short days motivate the buyers to prepare for the long dark winter ahead. Harve$t those commissions now and put them in your money bin where they are safe from loss. The lighting business is a money making business…if you treat it as such. Will you earn $10,000 this fall…or $10,000 per month? Now is the time to treat this as the very pro table business that it is! It is time to harve$t and to ll your money bin!! Good Selling!
Curt Kesselring President
“Fortune favors the prepared mind “ – Louis Pasteur
WORK SMARTER not HARDER!
Maximize your new account sales by planning l Know where you are going the night before
– Look at google earth or a map
l Make appointments on the y with your cell phone
l Ask for referrals from everyone even if you don’t sell them l If you get to the buyer, sell them even if it is Contract Division
Everyone deserves to be your Customer!