I own a small paper company. We deal primarily with other small businesses, but we haven’t been able to gain any new clients lately. I know we have a good product. Why can’t we make more sales?

24 Nov I own a small paper company. We deal primarily with other small businesses, but we haven’t been able to gain any new clients lately. I know we have a good product. Why can’t we make more sales?

Keep in mind that in a business like yours, you’re not just selling a product; you’re selling the prospects on the benefits of doing business with you. Frame your pitch in terms of what’s good about working with your company rather than just what’s good about your product. Do you provide solid customer service? Are your people friendly and reliable? Do you have a good track record regarding delivery? What’s better about working with your people and not just what’s better about your product? Most importantly, what is your competition doing?

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