Losing an order is your best opportunity to show how great your service is.
Makes no sense? Then try this.
After losing an order to someone else that may have offered a lower price, wait until the day the order is supposed to be delivered and call the client. "I know I didn't get the order, but that's not what matters. I just want to make sure the items you ordered were delivered in good shape, look good for your purposes, and that all is going well with this project of yours. I care about you; I care about your company... not about whether or not I get a particular order. Of course, if there's anything I can do to help you last-minute, let me know, but I just wanted to make sure everything looks good."
If once is good, twice is better.
Then, after you know the items were distributed and used in the promotional program, call the client again. "I know I didn't get the order, but that's not what matters. I just want to make sure that the program went well and that the promotional products worked in the ways you had hoped... because I care about you; I care about your company. Of course, if there's anything I can do to help you last-minute, let me know, but I just wanted to make sure you got all the benefits you intended from this project."
You are different, and it's obvious!
Now your client is going to think, "What's this?! I'm getting more service from this person (YOU) than I'm getting from the company I actually paid for this order!" And you can be sure that, as soon as there's any slight slip-up or disappointment, YOU are going to start hearing from this client. Very likely, YOU will start getting their business -- whether your competitor slips up, or not.
So you see, losing an order can actually be wonderful...
if you use it to grow your business!
© 2018 Ron Baron