It’s something we here at Farmer Business have learned over the years. And knowing the difference has helped us transform our business.
“When we first meet with a prospective client, we’re not in ‘sales’ mode,” Greg Farmer said. “We listen carefully and ask a lot of appropriate questions. By identifying the issue, we can best help them with their office equipment issue.”
Greg is the founder and co-owner of Farmer Business Systems, the leading office equipment provider in North Texas powered by Xerox.
“When I first got into this business, it was about the sale,” Greg continued. “But as time went on and I learned more about my continuing customers, I found that answering their questions instead of expecting a sale worked better for both of us.”
When Greg or one of his team first meets with a prospective client, they offer free cleaning and an evaluation of their office systems. The response to their need could be anything from that cleaning to a contract for supplies all the way up to replace a machine or a whole network.
“It really is about actual need and not our want,” Greg said. “By partnering with our clients, we’ve not only helped them better, we’ve also learned how to manage and direct our business.”
If you would like to talk with Greg or his team about a free cleaning or system evaluation, please call 972-818-4500.