Do the businesses you want to do business with already have a vendor who offers your products or services? Most of them do. This is great news for you because it shows that these businesses want, need, and are already paying for what you offer!
Do you think that the businesses you want to do business with are 100% happy with all of the vendors they use? The easiest way to think about this is to consider the vendors you use. Are you 100% happy with all of them? Probably not.
Imagine that you are a printer. You stop by a business that prints lots of invoices, brochures, etc. to talk to them about what your shop offers. The owner says "We are happy with the printer we are using." What do you in? You say "Ok, thanks for your time" and walk out the door.
What if you did this instead - hand them your business card and say, "Can I leave you my card in case your printer ever lets you down?"
Did you say anything bad about the printer they use? No.
Did you just plant seeds of doubt in their mind about the printer they use? Yes.
Will they be more sensitive to how their printer works with them and the work provided? Yes.
At some point will they become dissatisfied with their other printer and give you a chance? Probably.
One simple principle can add hundreds or thousands of dollars to your bottom line.