Help Me to Help You

As a blogger for Printing Impressions/PIworld, I try really hard each week to come up with topics that I think will be of help to salespeople in the printing industry. Somehow I have managed to do that almost each week for the last year or so. But, I have a confession to make…

I am suffering from writer’s block.

I can’t come up with something new that I think you really need to hear about. So I need your help.

Help me, help you. Yes. I am quoting Jerry Maguire. In my pursuit of the “qwan” (Or is it “coin?”), I am failing this week. So here’s the deal.

I am asking all of you out there what you need. What topics do you want me to cover? Give me some ideas, and I promise I’ll work really hard to come up with some posts that will change your lives.

Dramatic? Perhaps. But if you have been reading me for a while, you know that I am a fan of drama (and clichés, and food, and…).

But I digress. So seriously, drop me a note as a Comment to this blog, and I will get to work researching your needs, and drop something fantastic on you next week. And perhaps for the next several weeks to come, depending on how many responses I get.

I can’t wait to hear what you have to say. And, as always, thanks for reading.

Now working as a consultant, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include client recovery, retention and acquisition, and marketing communications projects.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league.

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  • Michelle Geyer

    I have clients that will take my ideas and then give it to their in-house print or other printer based on low-bid and don’t see the value that I GAVE THEM THE FREAKING IDEA and therefore, they OWE me the job. Anyway, how do you convey that you have ideas and that you want to share those with clients/prospects but you don’t want to divulge them if you aren’t going to get the job? HELP

  • Sally Kirby

    Maintaining that professional contact without coming off as a pesky salesperson? We send Thanksgiving cards instead of Christmas; we produce a quarterly newsletter that speaks about our services + cartoons + trivia + travel destinations; we send a monthly email blast; and an occasional postcard.

  • Bugzy

    Sales reps should know the capabilities and limitations of the company they represent. I once had a new sales rep for a small printing company insist they could print our catalog…a 2 million run. After giving her the specs (for fun), I never heard from her again.

  • Don Blair

    Sales etiquette, where did it go? Working for a family operation you wear many hats. Being involved in both sales and operations, it provides the unique opportunity to be on both sides of the sales process.

    It’s irritating when reps contact me through my CSR’s or "sales@" email address. That’s a big "No-No" in my book, as in no appointment and no sale for the rep.

    Don’t try to sell me a product or service I have absolutely no use for. It only tells me you didn’t do your homework and have no idea about my business or how to truly help me.

    You want to really get on my bad side? Don’t try to sell me just on price, when you do, you’re giving all other sales professionals a bad name. As a production planner, I usually want to know about service and performance first, we’ll discuss your price later.

    Those are just a few. Your readers probably have many more bad habits of sales people that irritate the heck out of them. I know I’m not alone.

  • Jeffrey Jones

    I sympathize with your writers block. I have a similar "sales" block, in that I know our industry, and our company for that matter, is trying to morph from a PSP to MARKETING PROFESSIONALS. I find I am having a hard time on how to approach new and old customers alike, with this new persona.
    Maybe you could offer some insight on how to make the transition, and how not to now look like competition to customers who already provide marketing services.
    Good luck,

  • jose

    kelly how about a story connecting printing to your roller derby league. theres gotta be some kool story to tell

  • Bill Cole

    Can you help us figure out a way to renew our spirits? By that, I mean after a very challenging year – the great temptation is to see the glass half empty most of the time. Our largest single asset is our ability to think properly to solve our problems. If our emotional beings are beaten down – how can we possibly be at our best? Technique and ideas will work better if we are feeling better about our futures.