Issue link: http://psai.uberflip.com/i/1177164
W EEKLY EDITION OCTOBER 16, 2019 Ca ll in g o n Co mp e tit o rs' Cu sto me rs: A Ho t Ide a t h at Le a ve s S o me Co l d By Karleen Kos, PSAI Executive Director No, calling on others' customers is bad news and you should "just say no." • "I will send an occasional courtesy email or Facebook message to planners of upcoming events that haven't called on us previously. I don't spend my time chasing people down for business anymore. I tried it when we first got started but I found out all it does it open up a bidding war and we don't have time for that." • "I earn my business by service and reputation … it's not failed me yet." • "That's not who I want to be." • "Glad to hear that majority thinks it's low and dirty [to call on established job sites]." In general, the feeling among por table sanitation operators seems to fall into two camps: (1) those who feel an established customer should be left alone and (2) those who feel any customer is fair game. Both are valid business positions. Assuming that laws are followed and truthfulness i s the watchword, both are consistent with the PSAI Code of Excellence. Tips for Dealing with the Conundrum of Cold Calling Others' Customers. This article is not intended to take a position on whether a company should or shouldn't reach out to the custom ers of other companies. To say it shouldn't be done would potentially violate anti - trust laws. To say that it should be done would be, in essence, suggesting that some business owners compromise their values. Instead, the contents of this article are inten ded to provide information to guide your thinking, whichever side of the debate makes sense to you. If cold calling others' customers violates your business principles, don't do it. • Focus on the strategies and values that you want to define your company and do them excellently. This is more likely to bring you success in the long run than undertaking a business strategy you don't believe in. P AGE 17 CONTINUED ON PAGE 1 8