Losses and…Stumped by perfection…

Losses and …Replacing them

It seems like it takes forever to add that new account. But somehow if we lose a one, we tend replace it with a new one a lot quicker that if that loss hadn’t occurred. The reason isn’t particularly unforeseen or all that mysterious.

If that loss represents a sizeable chunk of our business, it’s a game changer and we’re extra motivated. When things are good, we tend to approach selling that new business opportunity in a fairly relaxed manner. But under the duress of that loss we move a lot faster and decisively.

If that’s the case (and it invariably is) why don’t we always have that level of intensity about opening that big new account? Maybe we just need a self-administered pep talk and ramp up our intensity. And maybe there’s a mind game might help us create that heightened mental state.

Try this: Maybe we didn’t lose a big customer, but what about the accounts that have slowed? Collectively they might just be equal to a big loss.

That slackening in sales might not have the shock value of an actual loss, but taken as a group that shrinkage can sure equal a significant loss. So maybe we just need to get out there and replace that “lost” account!

 

Stumped by perfection…Or fooled by deception?

Upon seeing shelves bright white linens and terry in that laundry prospect the average rookie walks away thinking there’s nothing that he can offer.

And maybe he’d be right. But maybe not.

One of the common ways some competitors get that look (and low costs) is by over bleaching. That tactic can deliver white looking fabrics. But despite that appearance it can also be hiding unremoved soils that have simply had their color bleached out.

Beyond the sanitation issue of all that accumulated, (but now white) soil in the fibers, that excess bleach is damaging to fabrics – especially the synthetic portion of that 50/50 blend. And that means earlier replacement of those expensive linens.

While in the short-term excess chlorine use can mask that accumulating soil, it eventually ends up as yellowing. So if, and when that illusion of great results presents itself, the pro takes out the test kit and looks for residual chlorine. Chances are good that those apparently bright, white results aren’t real, and that they’re evidence of too much chlorine posing as perfection.