Every now and then, selling done right pays off in unexpected ways. Here is a favorite customer success story.
I attended a “meet-and-greet” for subcontractors sponsored by a Midwest construction company bidding on a contract in Maryland some years ago. At the event I met with the buying team for my scope. My company was invited to bid on the project but unfortunately the contractor wasn’t awarded the work. So no order for my company.
Persistence Pays Off
I continued to stay in contact with this contractor’s buying team who was located in a distant city by email and phone for several years. Soon there was an opportunity for work on a different and larger project in the Midwest, far outside our traditional service area but for products we were expert at. Based on the relationship and continued contact over the years along with the qualification to do the work, happily we were awarded a very large contract spanning multiple years. Now that’s great customer success story.
What I Learned
Continue to build relationships even when orders don’t fall your way. With each sales call remind the customer of what uniquely qualifies you to be awarded their business. Look for new opportunities to solve a problem for them. Be persistent and you will develop a whole catalog of customer success stories.
Don Crawford & Lois Carter Crawford