There are few things more powerful in our lives than asking. Think of all the things that you wouldn’t have if you hadn’t asked for them. Asking is powerful.
Every summer our six children and their families gather up at our place up in the mountains. One afternoon I was sitting in the kitchen reading the newspaper. My wife and two of our daughters were preparing dinner when one of our grandsons came in. He asked his grandmother if he could have an ice cream cone. She explained that they were preparing dinner and that he could have one after he had finished dinner.
Kids are great askers and our grandson was not deterred for a moment. He explained to grandma that he would eat all the dinner and that he really wanted that ice cream cone, now! Again, she put him off. Again, he asked. Before I knew it he was licking the cone.
Successful salespeople are good at many things including being great askers. But there is another type of asking called prospecting that they don’t excel at and there are some good reasons why. Among those reasons are finding the time to prospect, and given their economic value to your distributorship it isn’t the best use of their time.
Many distributors, in an effort to offset the lack of prospecting, buy leads. Unfortunately, those leads are rarely exclusive. That means several salesman are calling on the same prospect at the same time, which tends unfortunately to push down margins.
Our experience is that you can buy marketshare by acquiring or merging with another distributor. But we have never seen a distributor grow meaningful marketshare without someone continuously asking for the business.
My grandson wouldn’t have gotten the ice cream cone and you won’t get the business growth that you want without someone to do the asking. Asking is just that fundamental.
We are Growing Marketshare 365 and we are the largest provider of Unlimited Exclusive Leads to equipment distributors throughout North America. If you are ready to have a conversation about how we can collaborate with you to substantially increase your distributorship’s revenue growth, click here.
