Secret Ingredients Revealed –DeWese
I wrote my first column for Printing Impressions 27 years ago. It was published in the November 1984 edition of the magazine. This is also my 300th column. I only write 11 columns annually because the July edition each year is the Master Specifier buyer's guide issue, which contains no regular editorial content.
It was entirely coincidental that two of my long-time readers lifted a quote from my September column and produced a t-shirt bearing the quote. You remember the words—a one, a two, a three, "90% of success is showing up with a little talent." So sayeth Harris DeWese, circa 2011. They printed the quote on a shirt that is exactly the right size. (That's me wearing the shirt above.)
I haven't taken the t-shirt off since it arrived. And, boy oh boy, I am having some kind of good luck. Or better yet, I'm showin' up and having great success. Well, I had a brainstorm so I called my benefactors, Ginger and Jim Erwin, who are the proud owners of Northwoods Printing LLC, and asked them if they would accept orders for the t-shirt.
My hunch is that, with winter comin‘ on, hundreds of you will want some Mañana Man Mojo rubbin‘ up close to your skin and working its magic on your customers.
Here's all you have to do. Send your name, address and t-shirt size to Jim Erwin, c/o Northwoods Printing, 330 East Superior St., Munising, MI 49862. Just in case, the phone number is (906) 387-5077, the fax is (906) 387-5047 or e-mail northwoodsprinting@ jamadots.com. Enclose your mailing address and a check. Even more convenient, just go to their Website, northwoodsprinting.net, to order online. To make things even more sweet, I'll send you one of my books for your bathroom reading pleasure at no extra charge. The t-shirt and the book are only $25, and the shipping is on us.
Add Plenty of Ginger
Nary a cent goes to me. All of the revenues go to Northwoods Printing. I'm just doing this because Jim and Ginger were thoughtful and I like them. They said some nice things about me and the magazine in their letter.
Jim wrote, "Ginger said I don't care what I have to do when we start a printing company, but I will not sell. No way! No how!" Needless to say, "Ever since we opened, Ginger brings in more business than I could if all I did was sell."
I managed to extract Ginger's Selling Secrets. Try these tips on for size:
- Make friends with your customers and prospects.
- Never try to prove how smart you are.
- Never be condescending.
- Never be patronizing. (Marvelle, it basically means the same as condescending.)
- Use suggestive selling with every client.
- Learn to be gently persistent.
- Find a way to make yourself and your company memorable. Northwoods Printing uses a moose logo. A moose is memorable.
- Smile. But don't try to smile like a moose.
- Laugh at the customer's humor. If you can't laugh, then smile real big.
- Ask for the order.
- Be known for keeping your promises.
- Become a student of the graphic arts. But don't flaunt it!
- Make your middle name "responsive."
- No. Make your middle name "fast response."
- Show up. I don't mean show anybody up; I mean that when you are supposed to be there, be there on time, well-prepared and with a smile on your face.
- Don't be "cute" with social media. Most people are besieged with Twitter, Facebook, LinkedIn, etc. People say they are bored with the onslaught.
- Know your customers well enough to ask about their husbands, wives, children, jobs, hobbies, etc.
- Ask for the order. Did I say that already? Oh, good. It bears repeating.
- And, above all, follow the advice of the Mañana Man when he tells you to “Get Out There and Sell Something!” PI
About the Author
Harris DeWese is the author of "Now Get Out There and Sell Something" and "The Mañana Man, Books II and III," available at www.piworld.com/bookstore. He is chairman of Compass Capital Partners and also authors the annual "Compass Report." DeWese has completed more than 150 printing company transactions and is viewed as the industry's preeminent deal maker. He can be reached via e-mail at firstname.lastname@example.org.