One objection that comes up repeatedly here is "I already have all the business I need". I've never had a good answer for that. IS there a good answer? How to you reply to that?
Hi Don,
Hahahaha...yes, we've ALL heard that one. Well, something I've fpund that at least begins to show how silly that can be is to say, and maybe kinda twist your head slightly like you've seen a little dog do when it's looking up at you, and say, "That's great, we're happy for you. How about we run some ads and tell everyone that Bob's Barber Shop(or whomever the business is), that Bobs Barber Shop has all the businees they need and you don't need to come by for the next thirty days". You'll probably get response that indicates that THIS isn't REALLY true and then you can begin to find out what's going on here. The prospect is just wanting you to go away or has no interest in your idea. Hopefully you brought them an idea?
Jeff
I understand if you feel you have all the business you need, thats great! However im sure the rules of attrition apply to your business as they apply to every business, which means that a percentage of business your doing now wont be returning next year. Whether its because they found someone new to do business with, they moved out of the area, maybe some of your customers might pass away soon. There is always new people moving into the area, they need to be hearing about your business too. We certainly cant stop attrition from happening, but we can help to keep it from affecting your bottom line. Is there really any reason we cant go ahead and start this today?
I can believe it. The cost of more business is the cost of having to hire another (or in the case of mom and pop) an employee. Many of our small downtown stores are "hobbies" of women whose husbands work in the copper mines at 50 to 60 grand a year. They may close and go to Phoenix to do shopping.
