Electric Heating Co., Inc

Complacency

It's never healthy when this word is applied in business. We just endured a situation where a service provider had us locked into a long term contract and we did not monitor the relationship. They increased the price over time, when the contract stated that we had the right to refuse price increases ... their right was to cancel the contract. But we went merrily along for a few months before we discovered what was going on ... it's all back to the original contract now, but only because we vigilantly happened on it.

And so it goes with our customers too. If a sales person does not stay in contact with even the best of customers regularly, if he does not review the account status, if she assumes that it isn't necessary to jump right on a problem or if communication is not maintained, opportunities for our competitors will grow. Complacency will jump up to bite you !!!

Further, existing accounts are a fertile arena for more business. They have other applications that parallel the one you just successfully sold, or they have just developed a new application. If you are complacent about new opportunities, you will lose out. Call your customers for a quick chat occasionally. Follow an order by two weeks with an email asking how the heaters worked. The reply may become a proof source of success for other people within the same company.

Friday Funnies

A Missourian dies and is sent to hell. He had been a horrible man throughout life and even the devil wanted to punish him, so he puts him to work breaking up rocks with a sledgehammer. To make it worse he cranks up the temperature and the humidity.

"Love my kingdom!" laughs the devil. After a couple of days the devil checks in on his victim to see if he is suffering adequately. The devil is aghast as he looks at the Missourian happily swinging his hammer and whistling a happy tune. The devil walks up to him and says, "I don't understand this. I've turned the heat way up, it's humid, you're crushing rocks; why are you so happy?" The Missourian, smiling big, looks at the devil and replies, "This is great! It reminds me of August in Missouri. Hot, humid, a good place to work. It reminds me of home. This is fantastic!"

The devil, extremely perplexed, walks away to ponder the Missourian's remarks. Then he decides to drop the temperature, send down driving rain and torrential wind. Soon, hell is a wet, muddy mess. Walking in mud up to his knees with dust blowing into his eyes, the Missourian is happily slogging through the mud pushing a wheelbarrow full of crushed rocks. Again, the devil asks how he can be happy in such conditions. The Missourian replies, "This is great! Just like April in Missouri. It reminds me of working out in the fields with spring planting!" The devil is now completely baffled.

Angry, and desperate to make hell really hell, he tries one last ditch effort. He makes the temperature plummet. Suddenly hell is blanketed in snow and ice. Confident that this will surely make the Missourian unhappy, the devil checks in on the him. He is aghast at what he sees. The Missourian is dancing, singing, and twirling his sledgehammer as he cavorts in glee.

"How can you be so happy? Don't you know it's 40 below zero!?" screams the devil. Jumping up and down the Missourian throws a snowball at the devil and yells, "Hell's frozen over!! This means the Chiefs won the Super Bowl!!!"

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

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