Staying competitive by continually adapting

eagle eye view time lapse city and streets

The Greater Oklahoma City Chamber of Commerce dates back to the land run. For 125 years, the chamber has been the voice of business and the visionary organization in Oklahoma City. Our number one priority is economic development. We’ve been successful in meeting that goal by attracting quality jobs. Our focus is on increasing jobs that add value by providing a good or service, then exporting that good or service and importing the wealth. These are what we call primary jobs.

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How do you treat clients a year after the sale?

marker on calendar

Most salespeople I know like repeat business, but very few of them put in the effort to make that happen. Even sales veterans are guilty of dropping the ball once the first sale is complete and moving on to the next prospect.

Obviously, you’ve always got to work at bringing in new clients, but taking your existing clients for granted and not maintaining those relationships is a surefire way to make your first sale with them you’re only sale with them.

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How we sell is more important than what we sell

A Text on a Pink Surface

It takes a lot of work to get to the point that you’re sitting down to meet with a potential client or even scheduling that meeting in the first place. Discovering the prospect, networking towards them, getting an introduction – all these things take a lot of time and effort.

But if we’re not careful, we can blow the sale and waste all that work before we’ve even had a chance to explain what we’re selling.

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How much is your rolodex worth?

Not many of us use actual rolodexes any more. Most of us went digital several years ago. All those contacts who used to be represented by paper cards now have their home in our e-mail and on our cell phones.

I think we may have lost something in the transition. I’m not anti-technology. It just that when a contact is just a name on a screen it becomes harder to appreciate the value of that relationship.

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