A good partner enables you to do what you do, without wasting your time doing what they do. One of our Healthcare clients is doing some amazing things right now. They are expanding into new markets and are rapidly spreading across the US. As part of this expansion the requirement for their partners to be nimble and reliable is critical.
Our goal is that our clients don’t have to worry about the logistics of our magic, but that they can trust it is working! If they order tens of thousands of items with multiple versions to be distributed to 8 states, they do not need to know that we split the distribution to 5 facilities so that we can cut down on shipping and turn-around by having 1 day ground drops instead of sending from one facility. They just need to worry about Healthcare…
Team Lang Promotions received recognition from industry partners for growing 100.3% is 2016. And we did it by using a super-secret method. If you buy my book… Just Kidding. Here is how we did it.
- Say Yes: Say yes to your customers and find a way to make it happen.
- Say No: Not every client is the right client. Don’t overwhelm yourself with new clients and sacrifice service to your good clients. Be picky, work with the clients that fit your model the best. In our case Medium to Large Organizations that want a high level of service. Scale your business so that infrastructure grows with demand. Don’t sacrifice service for volume, or you will lose clients.
- Work Harder: Up earlier, Up later and available more.
- Make it right: Mistakes happen, own it and make it right.
- Say thank you: If you pick good clients (see 2) thank them often.
- If it is working keep doing it: Both success and failure are amazing teachers. Listen to them.
I guess you won’t need to buy the book now.
One of my very favorite quotes is by Thomas Edison and it goes “The reason a lot of people do not recognize opportunity is because it usually goes around wearing overalls looking like hard work.” In a world of get it faster, want it sooner and need it now, hard work has certainly lost some popularity. Of course I am not sure it was ever that popular. I bet there is some historic evidence of “get rich quick” schemes carved in stone and in biblical times people were already being warned about it: “Wealth gained hastily will dwindle, but whoever gathers little by little will increase it. Proverbs 13:11“.
I suppose it should be no surprise since the vast majority of us know several people who are happy, healthy and wealthy that have worked really hard at it, but I wager to say we know very few examples of someone who amassed a fortune doing very little.
Some friends and I are training for an Ultra-Marathon, which depending on the day is either exciting or a terrible idea… When we started we were in pretty good shape having ran a marathon recently, but as the schedule became more demanding we began to realize that we would need to train more days a week, and increase the length of your runs. We would also need to add additional workouts and supplementation to keep our bodies going. Essentially, if we wanted more physically, we had to work hard it. I don’t think anyone would find that the least bit surprising, but when it comes to growing your business, keeping your customers happy and being the best in your field; some companies fall short on the work harder part.
So why did I decide to blog about hard work today? For one I think its good for people to know that the folks here at Team Lang Promotions all believe in hard work, and if you have worked with us is the past we hope you have seen it. Secondly we wanted everyone to know that we don’t expect your business, we know we have to earn it, and to do so takes a lot of hard work. So if you are getting emails from us at odd hours (after my family is asleep is prime email time) or you see the Team Lang car on the street at 5:00am, you can bet that we are doing whatever it takes to be the best we an be!
You’re staring at the phone, you’re thinking of other things you would rather be doing, but you know the business is not going to just miraculously show up. You look at your list and you’re thinking of the perfect thing to say. You are using every trick in the book to get mentally prepared for all the creative ways people will shut you down. So what makes a cold call cold? Well quite frankly you are at a disadvantage in trying to engage your potential client. They likely know nothing about you and if you have anything in common, you probably don’t know it. Essentially you are just trying to get them to be interested and they are just trying to get back to work. Yeah that about sums up cold calling…
So how do you warm up the process? Create a common interest! Have something to talk about and get them agreeing right off the bat. Sounds good right? So how do you do that?
- Create a drop off day. Pick 10, 20 or more potential clients and drop off something to talk about. Don’t have time? Mail it, or have someone do it for you.
- Wait. drop what off? No not a brochure, that won’t work. It has to be something useful or something that is universally liked. I have used custom chocolates I had made with my logo on them. I have also used sunglasses, care packages and for big clients I have even laser engraved a clients name on something.
- So a chocolate bar will close the sale? Probably not, but it will warm up the cold call. Instead of ” Hello my name is Tim and I work for ABC Company” you say “Did you get a chance to try the chocolates I dropped by” Most times the answer will be YES, and BOOM you got your first YES.. things are looking up.
- Then what do I say? Whoa, hold on that is the super secret stuff!!! Not really, maybe the next blog post though.
- Does this work? This will increase your confidence and your ability to get past your first spoken sentence dramatically. For me it yeilds significantly better results than true cold calling.
These are just some examples but there are tons of great conversation pieces you can get in all price ranges and levels of customization. How do I know? It’s what we do, and we do it BETTER than anyone else. Need some help for that perfect icebreaker? Go to www.teamlang.com to get in touch and learn more!
I have decided to keep my office in West Linn for at least another year. We are still considering a second space for TLP Commercial signs (sign company), but I just can’t let go of my office out here. For one, I love my little quite office. Second I can literally walk to several parks, get coffee and some delicious Thai food all along Willamette Falls Drive. Mostly I just love the town! The people are friendly, and I have so many friends out here. Not to mentions one of my very favorite people Allison Clarke with Allison Clarke Consulting, who is a neighbor and has been a friend of Team Lang since our very beginnings!
So we will continue selling Promotional Products, Printing, Signs, Banners & everything else from our cozy office in West Linn, and look forward to seeing you around town!
This last week I lost several hundred dollars, and it felt great!
One of my very best customers needed some items for an upcoming company sales presentation. It was short notice, with some really unique items, but nothing we couldn’t pull off. The order was in and the products were on their way to my engraver with one day to spare.
The day before the event I got a call from my engraver and as it turns out, our items were not engraveable.. I did not have enough time to get anything new, and I was not about to let down one of my best clients!
To make a really long story short, we found a way to get it done hours before the event. It took a ton of my teams time and resources, calling in a bunch of favors and a net loss of several hundred dollars, but I made sure the customer looked awesome, and had a great event. I call that a win!