We’ve spent quite a lot of time talking about why time management is important and what it means to a salesperson to have good or bad time-management skills. So this is going to be one of those blog posts where I tell you brutal truths about myself and hope you don’t judge me too harshly.
A well-constructed pocket folder that is stylish and useful speaks volumes about the quality of this purveyor of western wear and its brand. Worth noting are the gussets and bleeds, and the tailoring of a stout offset wrapped tab closure also suggest a quality product. This effect was accomplished by designing extra width into the tab, which was folded over and glued for a double-thick sturdiness.
Giving a referral feels good. If you are the recipient of a referral, it must mean that you’ve done something right or you are good at what you do. Make certain that you circle back with the person who dropped your name and keep him or her informed of the status of the sale.
I contend that VDP was commoditized before it was widely adopted. In much the same way the stock market succumbed to what Greenspan famously described as “irrational exuberance,” so too did our appetite for shiny new digital objects.
Too often, when a job is completed—printed, finished, mailed and billed—we tend to think “it’s over.” How can a job or project be over unless we measure the results or, in some fashion, determine if the solution we provided the customer yielded the expected outcome?
Two more tips for creating print ads that get results: include a clear, undeniable call to action that has urgency, uses simple and clear language, and offers a benefit-driven message; and incorporate QR codes that link to something customers value.
It’s a lot easier to become known for one thing than 10. Less to remember is a powerful strategic marketing tool. Often companies trap themselves by offering too many products compounded by too many services.
I had an interesting appointment with a copier equipment salesperson the other day...But not really. It SHOULD have been interesting. I am an avid buyer of what this rep has to sell. Why wasn’t it interesting?
I was listening to the radio the other day, and there was a segment about the ways in which people and companies use persuasive tactics to communicate with and sell to their customers and prospects. “Foot in the Door” is the one I want to focus on today.
When a print customer says she needs something printed ASAP or even “right away,” you need clarification. For all you know, she’s thinking same day or next day—or maybe to her, next week is fine. If you don’t ask, you’ll assume it means what you think it means.
