PPB July 2021

9 I Build Long-Term, Meaningful Relationships. I have clients who I have been working with for 15-plus years. Not a few of them, but hundreds of them. I am focused on building relationships because with the relationship comes the sale. I don’t even ask for the sale. For example, I take my clients to lunch and it’s a tradition that they choose the restaurant. I tell them to pick a nice place that would be a treat for them—somewhere they typically wouldn’t go. It’s something they can look forward to and it’s also a chance to connect and learn about one another. What are you doing to build long-term, meaningful relationships? 10 I Focus On Scalable Sales Opportunities. Think about growing clients to whom you can eventually offer a company store, or get orders you know will come back over and over because you are in the supply chain. The more the client grows, the more your sales grow—but only if you manage the relationship correctly. Did you notice one thing I don’t do ? I will give you a hint. It has to do with the price of the product. Josh Frey is founder of Falls Church, Virginia-based distributor On Sale Promos and the Swag Coach Program. He is a 25-year industry veteran and front-line sales coach. Josh@swagcoach.com . Visit TheSwagCoach.com to register for his next Distributors Helping Distributors show and to view past shows . Read the first installment in this series on 10 Steps To A Powerful Sales Force in PPB ’s June issue. I have clientswho I have been workingwith for 15-plus years. Not a fewof them, but hundreds of them. I amfocused on building relationships because with the relationship comes the sale. I don’t even ask for the sale. | JULY 2021 | 61 GROW