Being Indirect with Clients

Bill Alpert, of Copies & Ink in Rancho Cucamonga, CA, wrote a comment to my announcement of the first-ever “National Scavenger Hunt for Graphic Arts Company.” Growth. He noted that:

“A lot of this is just research. That’s pretty easy, but some of this stuff involves getting information from a person of influence with the prospect’s company. Since I’m no sales ace, some additional questions come to mind for the author: How to get in front of someone who can answer such a comprehensive list of questions? and How to get that person to answer even half of what’s on the list? Unless of course you have the prospect under gunpoint.”

Bill, your comment and your Website tell me that you and your co-workers are a bunch of creative people. Based on my interpretation of your target market after viewing your Website, I urge you to create some communication that will get you in front of your prospect and customers’ decision makers.

This could be a small spray of balloons and donuts with a note that says, “I’m trying to win a National Scavenger Hunt among boutique marketing communications companies like Copies & Ink and I’m hoping you’ll help me win. I just need about six minutes of your time to answer a handful of questions. You see, I get Scavenger Hunt points for every question you answer and your answers are totally confidential.”

Something like that may get you in front of the right person and if that doesn’t work, call or e-mail and I’ve got dozens more ideas that you may like better, or that at least are less expensive. I am guessing that when do get in front of the right person, you will get far more than six minutes of time, and maybe even become fast friends.

Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.

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