Think about the last salesperson who called on you. Whether it was a phone call or face-to-face interaction, there's one important question to ask. Did that salesperson talk:
- Not enough
- Just the right amount
- Too much
- Way too much!
Now think back on your own last conversation with a prospect or customer.Read More
Each of us in life has what we would call our “harshest critic.” It may be a spouse or a painfully honest friend — the kind of person who could honestly answer, “Does this look good on me?” From a business standpoint, this person might be your most persnickety customer — not unreasonable, but also very hard to please. Despite the ongoing challenge of serving this person, it is important to consider that he/she may be deeply valuable to your business. The suggestions outlined here may not be for the faint of heart, because the truth can hurt. But strong, constructive criticism is invaluable for any business seeking to grow.
Although I fear that I’ll sound like a tech-unsavvy old man pining for the “old days,” I’ll just go ahead and say the following: I don’t always trust online portals made available by vendors. Of course, as I say this, I have a couple of examples — one short, and one rather specific — highlighting the failings of some companies I’ve done business with (or wanted to).
The job description for today’s average print shop owner reads like a run-on sentence: Manager, bookkeeper, delivery, customer service, occasional pressman, bindery operator, janitor and, if there is any time left over, sales representative.
But it’s that last title that starts the process. Without sales coming in, those other tasks don’t exist. Why then do selling owners use only the remains of the day to do the one thing that matters most? What is holding the selling owner back from stepping into this role and building more business?
Let’s think about the two most important measures of success for a printing company: sales volume and profitability. I’d like you to consider that those two factors yield four possibilities. There are high volume and highly profitable printing companies. There are low volume and non-profitable printing companies. In between, there are low volume companies with high profits and high volume companies with low profits.Read More