Here are some of our favourite selling objections.
Would any of them apply to you?

'We have all the business we need, thankyou'
Wrong! No-one has guaranteed revenue, except, possibly,
Funeral Directors. Even the Taxman is affected by the economy.

Things change too quickly today.
You can't rely on things staying the same.

Please, please, plan for things to change.
Best to do it now while you have the time and money!

Don't wait until you have to act.
It will invariably be done in haste, and you will make mistakes.

Every business is under threat:

New competitors appear.
Markets become saturated.
Tastes change; you may become unfashionable.

In all cases you need a plan and some experience.

It's far easier to ramp up a small scale direct marketing team
than to start one from scratch.

Anyway, off the soapbox for now and on to some other objections.

'It's easy to pick up New Business'
We disagree, but why not prove it to yourselves?

Pick a a couple of new customers from your Client List.
Note when you first contacted them.
Print off their Sales History.
Build a quick spreadsheet, and calculate:

Now you know how long it really takes to acquire a customer.

When we ask people to do this, they are VERY SURPRISED.
In nearly all cases, it takes a long time to close the first sale.
Also, revenue growth is slower than expected.

If you don't have time to develop new business, call and ask us how we can help.

'We don't worry about Customer Turnover'
Well you should. Losing a key customer causes massive problems.

Again, this is easy to prove.
Go back to your sales history, print out last year's total sales per client.
List them on a spreadsheet.
Sort them by turnover.
Now look at the customer split.
Is it the 'expected' 80:20 rule? (80% revenue from 20% of the customer base)
or is it nearer 5:95?.

What happens if one of those major accounts stop buying?
How long would it really take to recoup that lost business?

That's a second good reason to invest in New Business Development.

'We are happy with the existing level of business'
Really! how about picking up some more, for very little effort?

Look again at the total sales figures mentioned above.
Most people have a 'tail' of low value or infrequent purchasers.

It would be very easy, and profitable, to sell to these people.
After all the Buyer knows and trusts you, and you did a great job last time..

But, if you haven't time, call us and ask how we can do this for you.

'My Customers are very loyal'
Really? What would it take for a client to try someone who appears keen and capable? Would they tell you, or just take their business elsewhere?

Let's be honest - most people barely have time to service the accounts they have. Your time is spent on those who spend spend the most or shout the loudest. The rest (and that's most of them) are ignored until they order again. And your competitors are calling them every day promising better prices and great service.

Far better to keep in touch with all your customers. Ask us how.

'My Sales Force do all this for me'
Mmmm. Only when they know you're watching....

Developing New Business is difficult, gruelling work with a low success rate. Sales people generally hate the rejection and avoid it as much as they can.

It's far easier (and more comforting) to spend time with favourite customers, or in the office 'resolving customer queries'.

A better approach is to outsource the hardest part - finding people who may be interested - leaving your people to close deals with interested parties. After all, that's why you employ them for. They'll be a lot happier and motivated when they realise that they are no longer expected to waste most of their time.

So, you have several good reasons to speak to ID Associates.
Why not call us now?