LARGE ACCOUNTS & BIG VOLUME BUYERS |
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27 |
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THE NEED: |
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WE AS A COMPANY NEED LARGE VOLUME BUYERS. SOMETIMES WE HAVE AN OPPORTUNITY TO
BID ON CERTAIN PROJECTS |
BECAUSE THEY GOT OUR NAME FROM AN ASSOCIATE, OUR YELLOW PAGE AD OR SOME OTHER
WAY. |
THEREFORE, WE NEED TO RECOGNIZE FIRST WHO THEY ARE AND THEN SEE HOW WE CAN
BEST GET THEIR |
INITIAL JOB, THEN THEIR PERMANENT ACCOUNT. HERE ARE A FEW WAYS TO SPOT A
POTENTIALLY LARGE ACCOUNT: |
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1. THEY USUALLY BRING IN BLUEPRINTS. |
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2.
THEY MAY BRING IN HIGHLY PROFESSIONAL SPECIFICATIONS SUCH AS CAMERA READY ARTWORK,
DETAILED DRAWINGS |
ENGINEERED DRAWINGS, ETC.... |
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3.
THEY WANT A BID ON A GREAT DEAL OF SIGNAGE DONE AT ONE TIME FOR THEIR FIRST JOB. |
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4.
THEY MAY ALREADY KNOW THE TERMINOLOGY USED ON SIGN PRODUCTION AND MAY EVEN KNOW SOME OF
THE PROCESSES. |
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5. CHECK ON THEIR PERSONAL APPEARANCE. HOW PROFESSIONAL DO THEY ACT? |
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6.
THEY MAY COME RIGHT OUT & SAY THEY ARE A PURCHASING REPRESENTATIVE FOR A LARGE
ORGANIZATION. |
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WHEN YOU SUSPECT THAT THE CUSTOMER MAY BE A LARGE VOLUME BUYER, |
, STOP!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! |
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OUR REGULAR PRICING GUIDE DOES NOT APPLY!!!!!!!!!!!!!!! OUR GUIDE IS BASED ON
A CUSTOMER NEEDING ONLY A FEW |
SIGNS DONE AT ONE TIME. THEREFORE WE NEED TO PUT TOGETHER A "CUSTOMIZED
ACCOUNT PACKAGE" OR "BID |
PACKAGE" FOR THE PARTY INVOLVED. |
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HOW DO WE DETERMINE WHAT A LARGE ACCOUNT LOOKS LIKE? |
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1.
A LARGE ACCOUNT IS ANY CUSTOMER WHO PURCHASES OVER $10,000.00 PER YEAR ON A CONSISTENT
BASIS. |
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2.
A LARGE CUSTOMER IS NOT A "LARGE CUSTOMER" IF THEY BUY AN ELECTRIC SIGN OVER
$2500.00. |
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3.
LARGE CUSTOMERS WILL HAVE SOMETHING ON ORDER ALMOST EVERY WEEK ON A CONSISTENT BASIS. |
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INFORMATION (THE KEY TO WINNING LARGE ACCOUNTS): |
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IF WE ARE TO BE SUCCESSFUL AT WINNING THE CONTRACT FOR A LARGE ACCOUNT WE
NEED INFORMATION. |
THE
MORE YOU CAN GET OUT OF THEM THE MORE WE WILL BE ABLE TO PUT TOGETHER A SUCCESSFUL
"BID PACKAGE". |
THEREFORE, WE NEED TO ASK THE PROPER QUESTIONS: |
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1.
WE WOULD BE VERY INTERESTED IN SERVING YOUR ACCOUNT, COULD YOU GIVE ME AN IDEA OF YOUR
COMPANY'S |
YEARLY BUYING VOLUME? |
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2.
HOW OFTEN DO YOU NORMALLY HAVE SIGNAGE PROJECTS IN WORKS? WEEKLY? MONTHLY? BI-MONTHLY? |
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3.
WHAT OTHER KINDS OF SIGNS DOES YOUR COMPANY ORDER? FOLLOW UP WITH, "WE MANUFACTURE
AROUND A |
HUNDRED DIFFERENT TYPES OF SIGNS HERE!" |
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4.
WHAT CURRENT PRICING PACKAGE HAS OUR COMPETITOR COME UP WITH? BY DETERMINING WHAT PRICES
HE IS |
CURRENTLY PAYING WE MAY BETTER ASCERTAIN IF WE MAY BE COMPETITIVE. |
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GIVE THE PROSPECTIVE LARGE VOLUME BUYER THE "RED CARPET
TREATMENT"!!! |
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1. ASSURE THEM WE CAN EASILY DO THE WORK IN A PROFESSIONAL MANNER. |
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2.
ASSURE THEM WE CAN WORK ON SHORT LEAD TIMES. |
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3. TELL
THEM WE HAVE "STATE OF THE ART EQUIPMENT". WE HAVE THE MOST MODERN FACILITY IN
THE AREA. |
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4. LET
THEM KNOW WE ALREADY SERVICE SOME VERY LARGE ACCOUNTS NOW BY DROPPING THEIR NAMES. |
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5. MAKE
SURE THEY GET OUR BUSINESS CARD AS WELL AS AN INFORMATIVE BROCHURE. |
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