Local, Expansion Issues

Listen more than you talk. You’ll learn about their needs, such as timing, volume, price points and the (ease of the) ordering process. Some companies start their internal-giving process six months ahead of time. Find out what’s important to them and what’s not.

After you’ve closed the sale, keep in contact with each customer during the process to ensure all is going smoothly. You can adjust processes if needed as you go along. Then contact them again to hear their post-delivery feedback.