Being Indirect with Clients
Bill Alpert, of Copies & Ink in Rancho Cucamonga, CA, wrote a comment to my announcement of the first-ever “National Scavenger Hunt for Graphic Arts Company.” Growth. He noted that:
“A lot of this is just research. That’s pretty easy, but some of this stuff involves getting information from a person of influence with the prospect’s company. Since I’m no sales ace, some additional questions come to mind for the author: How to get in front of someone who can answer such a comprehensive list of questions? and How to get that person to answer even half of what’s on the list? Unless of course you have the prospect under gunpoint.”
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.