A long-time phrase, which you may have heard or read in the past, is still true:
People do business with people they like.
This is very true about gift baskets. Your clients are yours because they know, trust, and appreciate the way you interact with them and make the gift-giving part of their lives easier. Clients may not tell you this, but if asked, they will confirm these emotions.
There’s a good chance that you met most, if not all, of your clients through face-to-face meetings, or perhaps you were their client first and they reciprocated once learning about your gift basket business.
That’s how business relationships are built and why cold calling to people who don’t know you won’t turn a stranger into a customer.
Mutual relationships in all walks of business life begin through pre-existing relationships or casual conversations at networking events.
As you build your gift basket business, try your best not to look outside of your current circle of associates. They are the ones who will buy from you and refer you to potential clients.
If you’ve captured accounts through cold calling, what did you say to get the order?
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{ 2 comments… read them below or add one }
It would not be worth cold calling to get one order. It may be worth cold calling medium sized companies and taking to the sales manager or receptionist.
I would have to agree. I’ve tried cold calling without much success unfortunately.
Much of my business does come from people I have formed a relationship with over time.
Consuela