Page 137 - 100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)

151 Quick Ideas to Get New Customers

of each location that says “The Only Opinion of Value that
Counts is Our Customers’ Perception of Value.”

Epilogue
Regardless of the words, terms, and phrases you use, at
the end of the day, customers buy value.

109

Prospecting With Hulk and Bulk

Greg runs a farm equipment dealership where John Deere

is their primary product line. Driving by Greg’s store in season

is an experience. You will

see riding mowers and

lawn equipment in huge Assignment
stacks higher than their
building. Out front you will Borrow from the hulk
see dozens of tractors, trail- and bulk principle. When
ers, front-loaders, and other you advertise, show lots of
heavy equipment lined up the product. Put it by the
ready for delivery. Their doors, in the aisles, or at the
displays, which use hulk checkout counter. Focus on
and bulk, is one of the key two or three items that will
reasons Greg’s store is one attract customers, and over-
of the largest in the region. whelm them with quantity.

Don’t overlook the power

of hulk and bulk to send a

message to your prospects that you are an expert, you are

serious, and you can be trusted to have what they want.

136