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
In general, approaching both new and established customers from an unbiased, help - people - first
standpoint, will probably serve your company better over the long run. Be a great relationship
manager, and you will likely preserve or gain more sustainable bus iness than by using gorilla tactics.
The moral of the story: whether you believe in calling on others' customers or not, it happens. So
handle your customer interactions in a way that means the best company for the job wins. With good
enough relationship skills, and a good enough underlying product/service proposition, there should
never be a need to 'bash' a competitor – even if they are using tactics of which you don't wholly
approve. It's the right thing to do, it is good sales, and it is good for the portable sanitation industry.
- KK
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