So I gently pointed out to him he was up against established, long-term relationships (the first thing we did when we set up the company was to appoint an accountant!) and he was offering nothing unique.
Which got me thinking about the need to always keep things fresh in your business offering and ensure that your prospects are stimulated by what you have to offer. Using my industry of supplying promotional merchandise and business gifts, all too often our customers are fixed on a set idea of what to expect...promotional pens, mugs, umbrellas, more pens, mouse mats, bags...and did I mention promotional pens!!
I believe it's up to every business owner to stimulate their database with something new in order to secure the sale. So instead of asking the customer to buy a pen, ruler or a mousemat why not sell them as a pack? And because the cheap slide puzzle doesn't always convey the best message about your business we are actively pushing the other promotional games - promotional rubiks cube and a bespoke version of Monopoly too.
The sales team have also noticed a good opportunity for the Summer. Yes, we can offer the branded parasols for the beach but we are actively encouraging businesses to consider options...promotional wind breakers and beach shelters are selling just as well now. And a simple one to end on...everyone has a stress ball but now we also promote squeezy balls (different texture) and water balls...just allowing a point of difference for your business.
So not rocket science...just thinking outside the box'.