For the first time ever, I gave a client the advice to “cease and desist all prospecting activity effective immediately.” She was burned out, frazzled and frustrated. The problem in this situation is that my client is calling on the wrong kinds of companies.
Yesterday, I had the good fortune of meeting Dave Gilson of Gilson Graphics at a Fujifilm event. This print CEO’s story made a great impression. If you’re a print CEO, especially of a family-owned business, don’t hide your face.
Welcome to my new series, which asks the very important question: “How great is your communication?” In most cases, a few heads are better than one, and if you stop and listen to what your co-workers have to offer you in the way of advice and observation, I can guarantee you will learn something.
What I am talking about is the act of generating business via proactive selling actions such as phone calls and appointments. I spoke with a selling owner just today who said he’d sent a thank you letter and wanted to count that as a sales call.
The typical cost of marketing is 100 percent for first-time customers and 33 percent for reselling new products to existing customers. Thus the conventional wisdom: “Your best prospects are your current customers.” What’s newer is the idea of applying the strategy to your Website marketing and related social media efforts.
Online video is an easily sharable format that allows you to condense information into pithy, easily digestible bites. You can use video content to clearly demonstrate how your printing company makes life easier for your customers.
I have been very fortunate in the past two months to have the opportunity to work with some great sales teams. There are many commonalities among all sales reps, but there is one that has really surprised me.
Close your eyes and picture the Verizon Guy on the phone asking that ubiquitous question, “Can you hear me now?” In the early commercials, he’d pop up every where. It got annoying...Fast! Sales people providing low/no value in their sales calls inhabit that same space when they check in with clients and prospects.
When was the last time you analyzed the strengths and weaknesses of your brand? Your brand marketing and overall brand equity is something you have build up over many years. Six areas of focus can uncover hidden risks and relevant opportunities to recharge your brand.
Online video content can inspire print buyers to further associate your company with the resourceful solutions, dependable service and printing expertise they crave. Your company's initial investment in creating video can be as little as a $150 handheld camera and a couple hours.
