Business Management - Marketing/Sales

What do you do when a prospect says, "Call me after the holidays?" Bill Farquharson will tell you in this week's video sales tip.

The press and finishing system must be considered as a complete module. This is especially important because the offset-to-finishing workflow is often completely different from the digital-to-finishing one. And although digital print can be a more efficient print process, it's also a more expensive one than offset. So designing the most efficient, least costly bindery process for digital becomes essential.

Got an aging sales force? Meet the rep of the future in this week's Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.

Offer prospects browsing your Website free, useful content to get them to give you information about themselves that will allow you to continue intelligently marketing to them.

When it comes to your business, are you an optimist or a pessimist? Aside from news of our industry, what is your internal disposition? What is the voice (or if you’re like me, VOICES) inside your head telling you? How do your customers and prospects see you?

You don’t need me to tell you that there are plenty of printing companies going after the same prospects. You need to be able to engage your prospect quickly. You need to make them understand why you stand out from the competition.

When was the last time you scanned a QR code? Now be honest. If it was less than three weeks ago, are you hooked now? Not to worry, I do not really expect you to answer. But ask your friends. Do they know what to do with these things? Do they have the software? Do they know what this funny square thing is even called?

Companies in our industry that are growing are “outthinking” the competition. Everyone can offer a competitive price, adequate customer service, a reasonable turnaround time and good quality. These do not make your firm unique.

Print salespeople could learn a thing or two from Santa Claus. Efficiency and call volume matter, but so does the quality of your calls. If Santa can deliver nearly 400 million presents in one night, you can narrow the gap between how many calls you need to make and how many you do.

This week, PaperSpecsGallery.com features a very elegant invitation that was designed for the grand opening of Herringbone, the happening eatery of former Top Chefs Baumgarten and Malarkey in La Jolla, CA.