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Why Did the Chicken Cross the Road? [Shared]
Transcript of Why Did the Chicken Cross the Road? [Shared]
The usual answer is what??
To get to the other side…
Why am I crossing the road?
My initial goal:
Go through previous customers and contacts
Now I have established a goal…
Not a fit
Here comes my first car!
Set up meeting
Look Left Again!
Market Research and New Customer Acquisition Ideas
Plant the seed
New Customer Acquisition
Contact other Copackers and manufacturers similar to Standard Candy
Florida Location + Winter Time = Good
Now I can “cross the road”!
I get it.
What happens after you cross the road?
Continue to cultivate new relationships
Why did the chicken cross the road?
Who would be a good fit?
Who would see the value in our offerings?
Who could afford what we offered?
Do not just run across the road...
What were you taught?
What to do first?
Set up meetings
Narrow down list
Doboy equipment being installed
Looking for 4 new lines
Very good fit
Additional meetings secured
Different sales styles
Travel to Bosch in Beringen, Switzerland
Research shows that nutrition bars are set to increase from $5.5 billion to $6.2 billion by 2018.
Updated Plant Manager and Purchasing details
Targeted database of pharma customers
Packaging Equipment Specialists:
Manage conflicts with current accounts
Only Supplement Business
Packaging engineering groups
Create specialized group
Grow existing ones
Change game plan as needed
We need a goal, just like the chicken.
Goal for chicken: Get to the other side.
Go after some low hanging fruit
Successful cold call:
Nutritional, Breakfast and Health Bar
Lunch and Learns