File this one in the “Advice No One Gave Me” department…
You don’t need me to tell you to network. The older you get, the more this pays off as people you “grew up” with change jobs and move up the ladder. You are likely to find you’ve got a healthy list of contacts as the years and decades go by.
However, this advice goes well beyond just customers. You need to follow this thinking within the industry as well. Owners and upper managers have developed deep contacts, but even a lowly sales rep can reach out to vendors, magazine writers and correspondents, and industry experts and form a connection. Being able to jump the line and get answers to your sales questions or equipment capabilities can happen with a call or an email. However, you need that network built well ahead of time.
Are you and I connected on LinkedIn? Why not? What about Kelly Mallozzi? She’s another one you should have on speed dial. When was the last time you spoke with your paper sales rep about something other than supply chain issues? Do you have a direct line to the business development department at your digital equipment supplier?
As you grow up within printing, take the time to develop a deep labyrinth of connections. There’s nothing like being in a meeting to solve an important company problem and being able to say, “I know a guy.”
Make sense? Join the sales community found at SalesVault.pro. Live workshops, a free Slack sales discussion group (print and signage), downloadable templates, and new ideas. Contact Bill Farquharson at 781-934-7036.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.