Just before you move on to your next to-do item, make one simple choice that will dramatically impact your sales volume. What’s the choice you need to make? Find out more in this week’s blog by Bill Farquharson.
Most companies bend over backwards to try and help their clients out. But there comes a point where it’s just not possible to give a customer what they were hoping for.
I used to make cold calls by canvassing buildings in downtown Chicago. And more than once, I walked out of one of those cold calls with an ACTUAL PRINT JOB. I can’t even imagine something like that happening today. It’s all changed. And it’s time we accept it. Here’s what it means for salespeople.
The new year is nigh. If December signals a slowdown of jobs coming into your company, you have more time to plan how to make better connections with your print customers in 2015. Maybe it’s time to examine your own—and your firm’s—customer development strategy. May I suggest your list include the following 10 items?
How do you respond when a prospect says, "Call me after the holidays?" This week’s blog by Bill Farquharson will give you a strategy which will result in an appointment.
Implementing proper systems for operating a business—and MEASURING incentive programs that are fair to the employee AND to the employer—is not for "mice," or the faint of heart.
As 2014 winds down, it's satisfying to report that the year has been a mostly good one for mergers and acquisitions in the printing and packaging industry. Looking back, we can see that a normal level of M&A activity has returned to the industry and that—assuming we get no more shocks from the general economy—opportunities for dealmaking will carry over into the year ahead.
Creating content takes time and effort. Think of it as one of your best tools—it will work better with regular maintenance and polishing—so don’t let it rust. Content that’s in good condition will do a better job of connecting you to your audience and growing your business.
Print salespeople face a common problem these days. You contact a prospect. You have a good conversation with them. All seems to be going well. Perhaps you’ve mentally booked in a job from them. Then everything changes.
I had the pleasure speaking at the Digital Book Printing Conference co-hosted by Printing Impressions and Book Business magazines on Nov. 19th in New York City. Although I spoke about the technical aspects of integrating inkjet printing into their digital printing processes, it was very evident throughout the conference that “printed” books are decreasing.
