During Our First Year of Selling...

...we lay the foundation for what our client base will look like. We take on our very first accounts, determine who we like best and which clients we wish we would have left to our competitors! But as a result of these efforts, we begin to create a client base.

During the second year, (if we can retain most of the clients we created in the first year), we can add a second layer of clients to the mix. If we're lucky, we can be a bit more choosy about who we take on and who we leave behind. Very often, our second year can provide a significant increase in sales and profits.

If we continue that pattern -- retaining the best accounts we've created in previous years, while adding new accounts each additional year -- we become extremely successful. But if we fail to retain accounts, or if we fail to add new ones, we stagnate.

Some People Pull Back When They Reach Their Comfort Zone

This is rarely a good idea. Because even if we've reached the level of sales and profits we want, there is always atrophy. No matter how good we are, unless we're retiring, we will always need to develop new client relationships to replace those that go away.

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Sincerely,

David Blaise
Top Secrets of Promotional Products Sales