Electric Heating Co., Inc

Keep on Selling

As money dries up and customers become less confident about buying, what happens to those of us who sell? The good news is that no matter how bad things get, you can keep selling and profiting by making minor changes that will make a difference.

Choose Where You Prospect

In tough economic times, you need to assess carefully who still has income and credit and spend time prospecting these people. There will always be people with cash and credit who will buy. Your job is to find them. Do not spend time commiserating with people who can no longer buy. It's depressing and unproductive. Through targeted prospecting, find the ones who can buy and concentrate on them. Even during the Great Depression, Hollywood and entertainment companies saw huge increases in profits. People who had bonds and not stocks avoided losses. There are always businesses and individuals who do well. Find them and sell them.

In addition, focus on your products that are more prone to sell during these tough times. Companies may not be investing in large capital purchases at this time, but they still need to maintain and service their existing equipment. As such, they still require maintenance items and spare parts, such as heaters, thermocouples, sensors, switches, relays, etc. These items are typically less than a thousand dollars to purchase and are necessary to keep production lines moving.

Furthermore, determine what industries are still doing well. For instance, some companies within the Medical industry are performing very well. The need for syringes, caps & closures, medical devices, etc. is not necessarily affected by the ups and downs of the economy.

Two college basketball players were taking an important final exam. If they failed, they would be on academic probation and not allowed to play in the big game the following week. The exam was fill-in-the-blank.

The last question read, "Old MacDonald had a ________."

Bubba was stumped. He had no idea what to answer. But he knew he needed to get this one right to be sure he passed.

Making sure the professor wasn't watching, he tapped Stretch on the shoulder. "Pssst. Stretch. What's the answer to the last question?" Stretch laughed. He looked around to make sure the professor hadn't noticed then he turned to Bubba. "Bubba, youse so stupid. Everyone knows Old MacDonald had a FARM."

"Oh yeah," said Bubba. "I remember now."

He picked up his No. 2 pencil and started to write the answer in the blank. He stopped. Tapping Stretch's shoulder again, he whispered, "Stretch, how do you spell farm?"

"You really is dumb, Bubba. That's so easy. Farm is spelled E-I-E-I-O."

Dalton Electric Heating Co., Inc (978)356-9844
28 Hayward Street Ipswich, MA 01938 USA

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