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TJ Tedesco

View from Mount Olympus

By TJ Tedesco

About TJ

T.J. is team leader of Grow Sales, Inc., a marketing and social media services company operating at the intersection of compelling content, clear vision and quality communication practices. In this blog, fire is a metaphor for print. Hang on, this ride will be weird...

Prometheus crept into Mt. Olympus, stole fire, returned to the lowlands, ran from house to house distributing it, got caught, was chained to a rock, lost his liver to a huge ugly bird and was rescued by Hercules. Leveraging his fame, Prometheus started Fire Enterprises Inc.  (FEI). Since fire was the hottest technology of the time, company success came fast and furious. Two generations later, fire isn't such an easy sale. Now led by Prometheus' grandson Org, FEI's growth is non-existent, competitors are pounding and prices are in the toilet.
 

Turn Chance Encounters Into New Business

You can turn today’s chance encounter into tomorrow’s new business...if you’re savvy about it. Creating opportunities tactfully, being prepared, and making sure to follow up will help you make the most of these situations.  Read More >>

Industry Centers:

Harness the Power of Referrals (Part II)

When receiving referrals, remember to play by the referrer’s rules, treating the referral as you would any valuable sales opportunity. Also, be sure to show that you appreciate referrals by sending handwritten thank-you notes to customers and industry friends who have referred your business.  Read More >>

Industry Centers:

Harness the Power of Referrals

The easiest way to find people who need your printing services is to ask those who already use them! Referrals are the low-hanging fruit that become valuable customers, as they’re essentially pre-qualified prospects who have built-in positive connotations of your business.  Read More >>

Industry Centers:

Tips for Effective Phone Prospecting (Part II)

When cold calling prospects, make it a habit to talk to anyone at the organization you can—the gatekeeper may be able to give you key information about the key decision-makers at their company. Send e-mail follow-ups to give prospects you’ve spoken to more background on your company, but focus your energy on making—and keeping—follow-up phone or in-person meetings.  Read More >>

Industry Centers:

Tips for Effective Phone Prospecting

Besides visiting them in-person, the most effective way to reach new prospects is by calling them. Committing to a daily call schedule and seeking to extract useful information from every call will put you on the right track to unearthing qualified leads from your tele-prospecting activities.  Read More >>

Industry Centers:

Three Marketing Mistakes to Avoid

Failing to use a marketing mix, failing to follow up, and trying to differentiate on price are three common marketing mistakes that will hinder the effectiveness of your printing company’s marketing efforts. Avoid them at all costs.  Read More >>

Industry Centers:

Leave ‘Em Wanting More

Top prospect not returning your calls? Leave them wanting more by telling a “half story” on your next voicemail or e-mail, promising the rest of the story once they call back.  Read More >>

Industry Centers:

Turn Your Website Visitors into Qualified Leads (Part II)

Last week Fire Enterprises (FEI) FEI Marketing Tribe Leader Marka showed the tribe how to capture lead-generation information from FEI Website visitors. This week, Marka discusses how to continually nurture these prospects in order to turn them into qualified prospects and, eventually, new customers.  Read More >>

Industry Centers:

Turn Your Website Visitors into Qualified Leads (Part I)

Offer prospects browsing your Website free, useful content to get them to give you information about themselves that will allow you to continue intelligently marketing to them.  Read More >>

Industry Centers:

Drive More Targeted Traffic to Your Website with SEO Best Practices - Part II

Last week Fire Enterprises (FEI) FEI Marketing Tribe Leader Marka showed the tribe how implementing SEO best practices can help FEI drive more targeted traffic to their Website, a crucial first step of demand generation efforts. This week, the tribe concludes SEO best practices discussions.  Read More >>

Industry Centers:

Drive More Targeted Traffic to Your Website with SEO Best Practices

This week, Marka continues demand generation discussions by showing the tribe how implementing SEO best practices can help FEI drive more targeted traffic to their Website, a crucial first step of demand generation efforts. Remember, fire = print.  Read More >>

Industry Centers:

Demand Generation Activities Help Your Business Acquire/Convert More Leads

This week, FEI Marketing Tribe Leader Marka introduces the concept of demand generation to the tribe and explains how these activities can help FEI capture, qualify, and convert new leads.  Read More >>

Industry Centers:

Turn Objection into Opportunity by Being Number Two

This week, Sales Tribe Leader Zoot gives apprentice salesperson Ganymede some tips on how to differentiate FEI with hesitant prospects by positioning the company as a secondary provider.  Read More >>

Industry Centers:

Three “Virtual Products” You Should Be Selling

Positioning your printing company as the provider of three virtual products—convenience, safety, and peace of mind—will help you erode buying objections and win more work.  Read More >>

Industry Centers:

Use White Space to Create Effective Web and Graphic Designs

White space is a very effective Web and graphic design element. It helps improve the effectiveness of ads, Websites, and other promotions by pleasing the eye and increasing readability.  Read More >>

Industry Centers:

Discover the Value of White Papers

Last week Fire Enterprises (FEI) Marketing Tribe Leader Marka taught rookie customer-service rep Aetius how to create an excellent “baseline study” in advance of a case study. This week, Marka shows Aetius how white papers can function as effective informational pieces for B2B companies.  Read More >>

Industry Centers:

Compelling Proof Points that Set the Stage for Successful Case Studies

When your client is anticipating excellent results from working with you, don’t wait for the results to create a case study. Instead, get a head start by creating a baseline study that details anticipated results. Be sure to build benchmarks into your anticipated results, and check in with your client to see how closely actual results match anticipated.  Read More >>

Industry Centers:

Customer Testimonials Set Your Business Apart

Success in business derives from your ability to say what you do and do what you say. Proof points such as testimonials are valuable because they allow your printing company to show that your solutions actually do what you say they do.  Read More >>

Industry Centers:

Successful Sales Reps are APTT to Succeed (Part IV)

To be an effective salesperson, you must possess the ability to be tactful when things don’t go your way. If you exhibit grace under pressure, your customers and prospects will remember this and be more inclined to send work your way in the future.  Read More >>

Industry Centers:

Successful Sales Reps are APTT to Succeed (Part III)

To be an effective salesperson, you must possess the ability to think on your feet and adjust your sales pitch immediately based on what your prospect tells you.  Read More >>

Industry Centers: