Long Term Gain
Last week I wrote about ways that putting in effort on a seemingly small opportunity can sometimes pay off and earn you big business. There is another lesson that I learned from this same customer shortly after I earned the company' business...
Twice yearly this publisher held a symposium, lasting several days and requiring signage, attendee booklets—in short, LOTS of printing. The first time I was allowed to bid on the work, I looked at the spec sheets and discovered that they were printing a 20x30 poster for each meal—breakfast, lunch and dinner—for several days. I proposed that instead of printing many boards, we create a “master” board on to which you could Velcro smaller signs to designate which meal and the day—ditto for the speakers and the directional signage. My realization cost me a thousand or so dollars in revenue, because we ended up printing many fewer signs than they originally asked for.
- Categories:
- Business Management - Marketing/Sales
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.
