Business Management - Marketing/Sales

We at PaperSpecs would happily pay the toll to cross this bridge. The event invitation is an amazing blend of design and materials, right from the covers on. Two sheets of actual wood veneer have been printed and tipped onto the first and last panel of an accordion fold.

If you ask me, printers spend too much time with other printers. They need to go where the marketers are. Successful printing companies are expanding their services into additional marketing areas, such as on-demand messaging, integrated marketing efforts, real-time marketing, email marketing, and so on.

By producing a job accurately and on time, a printer merely meets expectations. A “wow” comes only after a problem occurs, is resolved quickly and beyond expectation, and the response causes the client to take note.

NewPage Corp. is pleased to introduce its Supercalendered Delivery Promise. Effective with orders that have a requested delivery date on or after Jan. 1, NewPage will assure that supercalendered paper will be provided to meet each and every press date.

Direct mail is still considered the marketing channel of choice by a vast number of marketers across verticals ranging from telecom and utilities to nonprofit, publishing and financial services. According to the Direct Marketing Association's “2012 Response Rate Report,” the rates for letter-sized direct mail (3.4 percent) were 30 times higher than those for email (0.12 percent). The belief that direct mail is dead or dying will have to be suspended for the time being.

Three easy steps can lead you to successful strategic planning for growth—think small, produce big ideas, and take some risks. If you prepare extensively and are honest about its true market position, you can find a way to set your company apart.

By offering an Astonishing Guarantee, you can set your printing company apart and persuade prospects to give your company a chance and work with you for the first time. The secret of the Astonishing Guarantee is to never award it.

Ah, the highs and lows of print sales. In this week's “Short Attention Span Webinar,” Kelly and I talk about self-motivation ideas that will help you sustain your sales momentum.

Not to brag, but my customers really love us. Are we even CLOSE to the lowest price? Uh, uh. In fact, the comments we often get are along the lines of, “You were more than twice the winning bid.”

I can recall from my early days in sales that I rarely asked the question, “Why?” And here’s why I should have. What comes after the question that begins with “why” is vital to you. And you need to learn how to ask it, shut your mouth, and listen to the answer, because you need to hear what your prospect or customer is telling you.