9427333_PPB_Sep20

Think bigger. You’re not an order taker. You’re a problemsolver. Ask bigger questions. SUE KINCH, MAS Co-owner Tangico Pontiac, Michigan PPAI 651709, S1 Treat everyone with respect, even with a small order. Some of my largest clients started with orders under $200. Most of these clients now order in the six figures. You never know when someone who has a small order will refer you to someone who ends up being a whale. RICHARD (RICH) CORT Senior Sales Executive Summit Group, LLC Silver Spring, Maryland Think big, get the budget, find the decision-maker, get better clients, do an in-depth overall needs analysis, follow up and send handwritten notes to say thank you. KIM MOSS Branding Consultant MSP Design Group Virginia Beach, Virginia Do You Have An Answer? A Distributor Asks: For distributors with workers who have made the shift to working remote, what are some immediate benefits you saw from the change, and what are some challenges you’re facing? What are some of the ways you’re trying to mitigate these challenges? What’s Your Answer? Email your response to the question to Question@ppai.org for the chance to be featured in a future issue of PPB . Danielle Renda is associate editor of PPB. | SEPTEMBER 2020 | 13 INNOVATE