Farquharson/Tedesco on Business Development: Don't Give Up on 'Lost Causes'

Plus, you have much more to offer than a low price. You don't sell widgets; you sell printing solutions. Your focus should be on how your company can help each prospect win more customers. That's a heck of a lot stronger than a 20 percent discount.

Rule #2: Be Honest and Be Creative. Calling on your lost causes may seem like as productive as waiting in line at the DMV. But you really have nothing to lose and everything to gain. After all, your establishment has improved in the past year or two, right? You aren't the same incompetent company these folks remember. You're smarter, faster, nicer and people actually like doing business with you!