Here's a blog post I wrote about it in August.

[Link: paulryandesign.com]


It's not that your product/Service isn't good.  It's that your'e selling technology, and technology changes.  They didn't use a flip phone to call you.

If you're not selling MC's to new customers, and you're not going back and assessing/selling them to existing customers, you're leaving a lot of money on the table.  Not only for the RMR of the MC, but for the simple fact that you're building a relationship of trust with your customers.  You use that trust, to walk them up your value ladder over a period of time. Giving them great service and allowing you to make more money is the name of the game.  There's nothing wrong with making money.