Response, not Bad News, is What Loses Clients
I don’t know about you, but the only thing I like worse than getting bad news is giving it. I remember many times when I sold digital print, we would have a deadline looming and I could tell there was no way we were going to make it. So I would ask the production manager, “Well, when WILL it be ready?” And she would answer, “In two hours.” And two hours later, we were still not ready. And of course I had already called the client to give them the bad news that we would be late. Now I'd have to make ANOTHER call to say we would be even later. This was very unpleasant, put my reputation in jeopardy, and made for very unhappy clients.
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.