Stop Disruptive Distractions —DeWese
• End reading all non-work-related books and magazines during the 10 to 12 hours you should be selling. It's obviously OK to read Printing Impressions. It's also OK to read research about your clients and prospects. But no novels, no porn and no Mechanics Illustrated.
• Give up all club-related activities during sales time, unless, of course, your clubs have some print buyer members.
• No more Internet gambling or reading recipes on Epicurious.com. You will just end up fat and broke.
I know my demands are severe, but we are in a horrible economic slump that is killing a lot of printing companies. A recovery and the salvation of your company requires your complete focus and attention to the development of customers.
• Forget about hanging out in bars, taverns, cocktail lounges, the Italian American Club or the American Legion Hall. You should be researching prospects, and you can't do that if your brain is swimming in Jim Beam.
• Don't be wasting time and money in the casinos, either. You can visit the gaming palaces when you've sold 150 percent of your annual budget.
• This next one is a tough one. By now you should be convinced to break off any extramarital affairs if you're married. If you are single, limit yourself to a phone call and confine your relationships to non-selling time.
OK, you're angry about this column and how I'm asking you all to become monks and nuns. It's just your old Mañana Man asking to eliminate some of these distractions, so you have more time 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," the definitive source of information regarding printing industry M&A activity. DeWese has completed 150 printing company transactions and is viewed as the industry's preeminent deal maker. He can be reached via e-mail at HDeWese@CompassCapLtd.com.