(By Sales Intern Cody Gabor)
As I walked into the corporate building at Harris for the first time I was pretty intimidated, but that quickly changed. Everyone at Harris was very welcoming and immediately made me feel like part of the team!
My role as an intern here at A.H. Harris is focused on Lead Generation. My partner Chris and I received a list of dormant accounts in the New England region, which consisted of 10,000 accounts. With our new catalog and website, our goal is to reach out and let past customers know that we continue to make improvements at Harris and would love the opportunity to show them the changes we have made! Our targeted lead generation allows our inside sales team and branches to focus their efforts on existing customers as well as the day to day walk-in customers. The list we received will help us narrow down what companies no longer exist, and what companies we can bring back on board!
Our goal for the summer is to reach all of these dormant accounts. In doing so, we hope to get the new product catalog into the right people’s hands and eventually get the consumer in contact with the right Account Manager to provide them with the materials needed. In the sales world, they say, “Eighty percent of your business should come from twenty percent of your clients.” At the beginning of our time with Harris, we were told we were at about, 91% to 9%. With our lead generation team, we hope to increase revenue in the market as well as gain new business!
As I finish this article, we already made an impact. About 500 catalogs have been shipped to decision makers in our target market to date and some of our follow-up calls are leading to quote requests and orders. I could not be more excited to see the fruit of our labor so timely. Talking to our ex-customers is also giving us valuable insights into why they have reduced or even stopped doing business with us. The reasons range from geographic distance to change in business model and many things in between. Any constructive feedback helps us get better and the personal touch is invaluable.
One last objective I would like to mention personally, is my goal to leave a lasting impression on all individuals I come across here at A.H. Harris (customers and coworkers) and show I am a proud and valuable part of the team! Truly appreciate the opportunity to intern with the organization. [Read more about our Graduate & Intern Programs here]