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Mastering New Business: A Sales Journey
Episode 369
"Sales is never a quick process. The only way you can have a lasting sales relationship is to be honest, have a positive attitude, and hustle." - Fred Shurtz
Discover the Roadmap to New Business Success!
In our latest episode of Scaling UP! H2O, host Trace Blackmore sits down with Fred Shurtz, owner of Precision Chemical, to explore the intricate roadmap of acquiring new business. Fred, a seasoned expert in the water treatment industry, shares his journey, challenges, and strategies that have led to his success. Here's a sneak peek into some of the valuable insights Fred offers in this must-listen interview.
From Engineer to Entrepreneur: Fred's Career Journey
Fred's journey began with an engineering degree and a pivotal role at NALCO in 1988. He emphasizes the unique advantage of a sales career: controlling your destiny. "When there's no ceiling, you can earn a lot of money if you treat people right and do the right thing," Fred explains. He also highlights the importance of being a leader, stating, "You've got to be the person that people want to follow."
Sales: It's a Crockpot, not a Microwave
Sales, according to Fred, is a long-term process that requires honesty, a positive attitude, and hustle. "It's never a quick process," he notes, emphasizing that lasting sales relationships are built on these principles. The right technology also plays a crucial role in this equation.
Earning Trust to Gain New Business
Building trust is paramount. Fred listens attentively to his customers, understanding their needs through both words and body language. "If you are genuine with people and they have a need for what you have, then you'll make sales," he explains.
Fred stresses the importance of persistence, patience, and viewing every person at a facility as a potential door-opener. "If it's not a win-win, it's not worth doing," he asserts.
Client Surveys: Building Trust from the Start
Fred emphasizes the importance of asking good questions, listening, and being attentive to clients' needs. Acting as an advocate and helper is essential in building trust with new clients.
Crafting Proposals that Resonate
Proposals should clearly demonstrate the benefits for the client. Fred believes in interactive presentations, using pen and paper to draw things out. "Hard selling doesn't work; you need to be a soft seller," he advises, focusing on building partnerships rather than just making sales.
Sustaining Client Relationships Over the Years
Continuous engagement and feedback are essential. Fred emphasizes fulfilling promises and regularly checking in with clients to ensure their needs are being met. "It's all about the hustle," he says, advocating for a proactive approach to client relations.
Tune in to our latest episode to gain more insights from Fred Shurtz on building and sustaining a successful business in the water treatment industry. Don't miss out on this wealth of knowledge!
Stay connected with us for more expert insights and strategies to scale up your water treatment business.
Timestamps
01:00 - Trace Blackmore reminds you about this day in history and being a kid in love with NASA's space program
05:00 - Upcoming Events for Water Treatment Professionals
07:00 - Interview with Fred Shurtz, owner of Precision Chemical
50:40 - Lightning Round Questions
01:00:00 - Drop by Drop With James McDonald
Quotes
"Sales is never a quick process. The only way you can have a lasting sales relationship is to be honest, have a positive attitude, and hustle." - Fred Shurtz
"When they say "no" t
Published on 1 year, 6 months ago