Make 'Service' Extraordinary –Farquharson/Tedesco
Do you anticipate your customers needs? If, for example, a print run is going to be late, do you think to call the customer up and offer a small set of digital copies in the meantime? Are you calling clients ahead of time to let them know delivery status? Are you calling people back right away even if it's just to tell them that you can't speak to them right now? Some people won't notice and won't care. They are not your customer. Those who do, will find a way to do business with you. Why? Because they lie in bed when the lights are out, wonder what will happen next and notice when someone "buys the coffee." And, when these people find someone who anticipates, communicates and doesn't hesitate, it stands out.
Do the ordinary. It will be extraordinary. Do the extraordinary. It will be rewarded. PI
—T.J. Tedesco, Bill Farquharson
About the Columnists
T.J. Tedesco is team leader of Grow Sales, a marketing and PR services company that has served graphic arts companies since 1996. He wrote "Direct Mail Pal 2012" and seven other books. Contact Tedesco at (301) 294-9900 or e-mail email@example.com. Bill Farquharson is the president of Aspire For. Through his Sales Challenge and Tuesday eWorkshop training programs, Farquharson can help drive your sales. Visit his Website at www.aspirefor.com or call him at (781) 934-7036.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.