From sales at datelinedigitalprinting.com Mon Oct 2 12:46:46 2006 From: sales at datelinedigitalprinting.com (Travis Lewis) Date: Mon Oct 2 12:47:18 2006 Subject: [SPAM]Re: [PrintSales] Contact Management In-Reply-To: AAAAACsOTlbnP6VNgJRpEP2DOWkkjyUA Message-ID: <20061002164716.8E0434707AD@rb.enter.net> I use it, and it works for my needs. Travis Lewis Date-Line Digital Printing -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of John M. Henry Sent: Thursday, September 21, 2006 7:42 AM To: Discussion List for Printing Sales Professionals Subject: [SPAM]Re: [PrintSales] Contact Management $ $ $ + This is a PrintSales list message. + $ $ $ Has anyone used Outlook 2003 with Business Contact Manager? http://www.microsoft.com/office/outlook/contactmanager/prodinfo/default.mspx We use and ACT! and like it, but find sometimes it is slow and networking is clunky and not real networking but just sharing back ups. I agree we went back to 2000 after 2005 was so slow and buggy This was even on a P4 2.4 with a gig of ram. John M. Henry Mitchell Printing & Mailing Company 125-129 East First Street Oswego, New York 13126 (315) 343-3531 (315) 343-3577 Fax www.mpcny.com John@mpcny.com ----- Original Message ----- From: "Richard Cobb" To: "Discussion List for Printing Sales Professionals" Sent: Thursday, September 21, 2006 11:32 AM Subject: Re: [PrintSales] Contact Management $ $ $ + This is a PrintSales list message. + $ $ $ ACT 2005 was the absolute worst. Buggy as everything. Tech support no real help either. I went back to ACT 2000 which works fine for what we need at this point. Goldmine looks good but is more than I want to pay. I think Maximizer would be a much better choice than ACT and a lot less $$ than Goldmine. Richard Cobb Allegra Print & Imaging 1155 Kildaire Farm Road Cary, NC 27511 919-468-3334 fax 919-468-3880 The Future of Printing is Here Helping Businesses Find Ways to Enhance the VALUE of Their Print Communications! Bill DeVore wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > Scott, > > Did you ever consider ACT?. I assume GoldMine lets you generate sales > letters, etc.? Do you file printed versions of all your correspondence > or just keep the electronic ones? > > Bill > > On Sep 21, 2006, at 10:29 AM, Scott Cappel wrote: > >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> >> There is no way I could manage my day with a paper based system. I've >> been using contact management software for over 15 years now. We >> switched over to GoldMine a few years ago for numerous reasons. We are >> currently running a 3 user license on the network, and we can add more >> if I need to at any time. Its is extremely flexible and can be >> configured in any way you like. It tracks my schedule and makes it >> visible to the others so they can schedule appointments for me when >> I'm out, it is extremely secure, (password protected). From an IT >> perspective, I have a dedicated box in the rack to run this program >> and Printer's Plan. I run the dBase version of GoldMine which is best >> for 20 users and less. They have a SQL version for larger >> installations requireing a SQL Server. It has the power to manage >> hundreds of salepeople, yet flexible and simple enough for three of us >> to use. I have a separate email address I use for sales and use >> GoldMine's built in email client for those conversations so everything >> regarding sales gets tracked together. >> >> Keeps track of my conversations, who I talked to, what did we talk >> about, even dials the phone with a keyboard command. Paired up with a >> good headset, one can be extremely productive and effective on the phone. >> >> Price is about $200/seat and for that it allows me to be an owner and >> function as a full time salesperson without skipping a beat. >> >> http://tinyurl.com/kpvzp >> >> >> >> >> S. >> >> >> >> >> At 05:15 PM 9/20/2006, you wrote: >>> $ $ $ + This is a PrintSales list message. + $ $ $ >>> >>> Just out of curiosity, how many of you in sales are controlling your >>> schedule through a software PIM and how many do it the old fashioned >>> way. If you use a PIM, which one and why. If you use a paper based >>> method, what do you like about it. >>> >>> Regards, >>> >>> Bill >>> >>> Bill DeVore >>> Franklin's Printing and Mailing >>> 5217 Simpson Ferry Road >>> Mechanicsburg, PA 17050 >>> >>> 717.691.6880 - phone >>> 717.691-6928 - fax >>> >>> Ask us about Variable Data Printing and how it can help drastically >>> increase the ROI on your next marketing program. >>> >>> www. franklinsprinting.us >>> >>> >>> _______________________________________________ >>> PrintSales mailing list >>> Post: PrintSales@printweb.org >>> Info: http://rb.enter.net/mailman/listinfo/printsales >>> >>> >>> __________ NOD32 1.1765 (20060920) Information __________ >>> >>> This message was checked by NOD32 antivirus system. >>> http://www.eset.com >>> >> >> Scott Cappel >> Sorrento Mesa Printing >> 7398 Trade Street >> San Diego, CA 92121-2422 >> 858-527-0800 >> 858-527-1740 FAX >> http://www.sorrentomesa.com >> >> Direct Links for Learning: >> http://www.sorrentomesa.com/extra/educarchives.html >> http://www.sorrentomesa.com/extra/techarchives.html >> http://www.sorrentomesa.com/extra/infoarchives.html >> >> Authorized QuarkAlliance Solutions Provider >> Authorized Adobe Solutions Network Provider >> Corel Approved Service Bureau Strategic Level >> Authorized Microsoft Publisher 2003 Solutions Provider >> >> Commercial and Digital Color Printing for San Diego >> _______________________________________________ >> PrintSales mailing list >> Post: PrintSales@printweb.org >> Info: http://rb.enter.net/mailman/listinfo/printsales >> > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > > _______________________________________________ PrintSales mailing list Post: PrintSales@printweb.org Info: http://rb.enter.net/mailman/listinfo/printsales _______________________________________________ PrintSales mailing list Post: PrintSales@printweb.org Info: http://rb.enter.net/mailman/listinfo/printsales From slb at inkspot.net Tue Oct 3 22:24:38 2006 From: slb at inkspot.net (Steve Blatman) Date: Tue Oct 3 22:25:02 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <506de9926ba79d654a966c26af378606@sbcglobal.net> References: <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> Message-ID: <4522E326.4490.9064BE8@slb.inkspot.net> Dave Fellman has an article with a title like "15 pretty good questions" (I'm probably wrong about the number). Check it out on his web site--some subset of those questions looks like a pretty good place to start. Steve > $ $ $ + This is a PrintSales list message. + $ $ $ > > > On Sep 22, 2006, at 9:19 AM, Scott Cappel wrote: > > > Look folks... this is not a list about marketing, its a list about > > sales, about face time about the thing that ... > > Scott > > My apologies to the list > > Sales is (my opinion) about listening, so what questions do you ask > when you get the opportunity for "Face Time"? > > Maybe something like > How is your current printer failing you? > > > Ed Ferguson > Premiere Business Printing & Graphics > 1144 West Main Street > Arlington, TX 76013 > (817) 277-2212 - Phone > (817) 861-3936 - Fax > Premiere@flash.net > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > Steve Blatman Ink Spot Printing & Copy Center, Inc. 14 Church Road, Frazer, PA 19355 USA Tel: 610-647-0776 Fax: 610-647-4560 From slb at inkspot.net Tue Oct 3 22:40:26 2006 From: slb at inkspot.net (Steve Blatman) Date: Tue Oct 3 22:40:40 2006 Subject: [PrintSales] Intro In-Reply-To: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> References: <175634f7247943a01d92cf05d98cd4f9@QUALITYPRINTINGONLINE.COM > Message-ID: <4522E6DA.7026.914C27F@slb.inkspot.net> Well, this list got active again while I wasn't looking. Thanks, Becky! My wife and I are the owners of our (currently 4 person) company. I do all of the outside selling, and a bunch of inside stuff that I'm working on getting away from. I find that chamber (and similar) meetings are good for establishing myself as a resource to smaller local businesses (too small to justify personal sales calls). I also can ask for contact names in some of the businesses that are currently prospects (for example, a branch manager of a local bank will usually give me the name of the head marketing person at the main office, and pave the way with a phone call). I've tried a LeTip group, and found that whether it was worth the time depended on the composition of the group. Over a three year span, the group of which I was part went from mostly (smaller) B to B, to almost entirely single-person businesses & insurance agents. The chamber-type groups, though, seem worthwhile (I go to lunches and evening networking events--I've never seen them as dating things, but I'm kind of dense in that area, anyway). My weak area is staying consistent with a prospecting pipeline, a la Dave Fellman. Any advice in that area is welcome (and, thanks, Scott-- I'm reading Wendy's book). Steve Steve Blatman Ink Spot Printing & Copy Center, Inc. 14 Church Road, Frazer, PA 19355 USA Tel: 610-647-0776 Fax: 610-647-4560 From slb at inkspot.net Thu Oct 5 23:12:09 2006 From: slb at inkspot.net (Steve Blatman) Date: Thu Oct 5 23:12:46 2006 Subject: [PrintSales] Bummer - looks like I missed it! In-Reply-To: <4522E6DA.7026.914C27F@slb.inkspot.net> References: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> Message-ID: <45259149.7907.137E820E@slb.inkspot.net> I'd about given up watching this list--just had any messages sorted to a "PrintSales" folder. Suddenly, when I wasn't looking, it burst into life for a week or so. When I saw Scott's post on PO (or was it PONG?), I took a look and caught up on my reading. I even posted an intro and a question, but I'm out here all alone, as the only posts this week (and this month). And I was so looking forward to exchanging sales tips, and getting the push that keeps me going out to sell stuff. Did I miss it, or will it revive again? Steve P.S. -- just found out our C500 will be delivered tomorrow. I've got a bunch of folks holding their jobs for us to get the damned thing in and working--it was supposed to be here last week, so KM could count it in their 3rd quarter. I'm all ready to promote the hell out of it (and in the process of replacing our graphic designer, who's last day also happens to be tomorrow). Steve Blatman Ink Spot Printing & Copy Center, Inc. 14 Church Road, Frazer, PA 19355 USA Tel: 610-647-0776 Fax: 610-647-4560 From rick at jmjprinting.com Fri Oct 6 00:16:46 2006 From: rick at jmjprinting.com (Rick Foster) Date: Fri Oct 6 00:11:02 2006 Subject: [PrintSales] Bummer - looks like I missed it! In-Reply-To: <45259149.7907.137E820E@slb.inkspot.net> References: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> <45259149.7907.137E820E@slb.inkspot.net> Message-ID: In reference to the message sent by Steve Blatman, on 10/5/06, at 11:12 PM -0400: Hey Steve, I think several people were hoping to see more sales related topics discussed here too, but I don't think it has much drive behind it. It seems there are way more print shop owners here who sometimes do sales than actual sales people who are "the warriors that put in on the line everyday." It was expressed a couple weeks ago that this list is for salespeople to discuss face to face type sales topics with other salespeople. As a print shop owner who also does sales on occasion I don't fit the profile as a qualified contributor, but I will continue to lurk in hopes to learn something useful. Until more "salespeople" sign up there doesn't seem to be enough qualified people here to keep the conversation going. >I'd about given up watching this list--just had any messages sorted >to a "PrintSales" folder. Suddenly, when I wasn't looking, it burst >into life for a week or so. When I saw Scott's post on PO (or was it >PONG?), I took a look and caught up on my reading. I even posted an >intro and a question, but I'm out here all alone, as the only posts >this week (and this month). And I was so looking forward to >exchanging sales tips, and getting the push that keeps me going out >to sell stuff. > >Did I miss it, or will it revive again? -- Rick _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ Rick B. Foster JMJ Printing Co. LLC - Snohomish, WA mailto:rick@jmjprinting.com http://www.jmjprinting.com 425.334.9716 Your Full Service Print Shop 425.397.9716 Fax We Appreciate Your Business! _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ From slb at inkspot.net Fri Oct 6 12:02:38 2006 From: slb at inkspot.net (Steve Blatman) Date: Fri Oct 6 12:02:59 2006 Subject: [PrintSales] Bummer - looks like I missed it! In-Reply-To: References: <45259149.7907.137E820E@slb.inkspot.net> Message-ID: <452645DE.5998.163FE978@slb.inkspot.net> Actually, if you look at most of the contributors (Scott, for example), I've seen this list as a place for selling owners to share information to get better at what, for me at least, is a weak area. I don't think the full-time salesfolks need this list nearly as much as we selling owners do. It's not the place to discuss pricing strategy, but it surely should be a place to discuss lead generation, prospecting, what to say on a sales call, good "excuses" for periodic repeat calls to prospects, how to decide when a prospect is not worth more effort, good books (and web resources) about sales topics, closing, and myriad other topics in which selling owners have little formal training, and a pressing need for advice. JMO, Steve > $ $ $ + This is a PrintSales list message. + $ $ $ > > In reference to the message sent by Steve Blatman, on 10/5/06, at > 11:12 PM -0400: > > Hey Steve, > I think several people were hoping to see more sales related topics > discussed here too, but I don't think it has much drive behind it. It > seems there are way more print shop owners here who sometimes do > sales than actual sales people who are "the warriors that put in on > the line everyday." It was expressed a couple weeks ago that this > list is for salespeople to discuss face to face type sales topics > with other salespeople. As a print shop owner who also does sales on > occasion I don't fit the profile as a qualified contributor, but I > will continue to lurk in hopes to learn something useful. Until more > "salespeople" sign up there doesn't seem to be enough qualified > people here to keep the conversation going. > > > >I'd about given up watching this list--just had any messages sorted > >to a "PrintSales" folder. Suddenly, when I wasn't looking, it burst > >into life for a week or so. When I saw Scott's post on PO (or was it > >PONG?), I took a look and caught up on my reading. I even posted an > >intro and a question, but I'm out here all alone, as the only posts > >this week (and this month). And I was so looking forward to > >exchanging sales tips, and getting the push that keeps me going out > >to sell stuff. > > > >Did I miss it, or will it revive again? > > -- > > Rick > > _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ > Rick B. Foster JMJ Printing Co. LLC - Snohomish, WA > mailto:rick@jmjprinting.com http://www.jmjprinting.com > 425.334.9716 Your Full Service Print Shop > 425.397.9716 Fax We Appreciate Your Business! > _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ _/ > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > > > __________ NOD32 1.1793 (20061006) Information __________ > > This message was checked by NOD32 antivirus system. > http://www.eset.com > > Steve Blatman Ink Spot Printing & Copy Center, Inc. 14 Church Road, Frazer, PA 19355 USA Tel: 610-647-0776 Fax: 610-647-4560 From smc at sorrentomesa.com Fri Oct 6 12:08:22 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Fri Oct 6 12:06:01 2006 Subject: [PrintSales] Bummer - looks like I missed it! In-Reply-To: <45259149.7907.137E820E@slb.inkspot.net> References: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> <45259149.7907.137E820E@slb.inkspot.net> Message-ID: <7.0.1.0.2.20061006090706.07fdb290@sorrentomesa.com> No, you're not alone, we're all here. I have a bunch of things to say, I've just been buried with client meetings and many projects the last few weeks. Trust me, they'll be more soon. S. At 08:12 PM 10/5/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >I'd about given up watching this list--just had any messages sorted >to a "PrintSales" folder. Suddenly, when I wasn't looking, it burst >into life for a week or so. When I saw Scott's post on PO (or was it >PONG?), I took a look and caught up on my reading. I even posted an >intro and a question, but I'm out here all alone, as the only posts >this week (and this month). And I was so looking forward to >exchanging sales tips, and getting the push that keeps me going out >to sell stuff. > >Did I miss it, or will it revive again? > >Steve > > >P.S. -- just found out our C500 will be delivered tomorrow. I've got >a bunch of folks holding their jobs for us to get the damned thing in >and working--it was supposed to be here last week, so KM could count >it in their 3rd quarter. I'm all ready to promote the hell out of it >(and in the process of replacing our graphic designer, who's last day >also happens to be tomorrow). > > >Steve Blatman >Ink Spot Printing & Copy Center, Inc. >14 Church Road, Frazer, PA 19355 USA >Tel: 610-647-0776 >Fax: 610-647-4560 > >_______________________________________________ >PrintSales mailing list >Post: PrintSales@printweb.org >Info: http://rb.enter.net/mailman/listinfo/printsales > > >__________ NOD32 1.1793 (20061006) Information __________ > >This message was checked by NOD32 antivirus system. >http://www.eset.com Scott Cappel Sorrento Mesa Printing 7398 Trade Street San Diego, CA 92121-2422 858-527-0800 858-527-1740 FAX http://www.sorrentomesa.com Direct Links for Learning: http://www.sorrentomesa.com/extra/educarchives.html http://www.sorrentomesa.com/extra/techarchives.html http://www.sorrentomesa.com/extra/infoarchives.html Authorized QuarkAlliance Solutions Provider Authorized Adobe Solutions Network Provider Corel Approved Service Bureau Strategic Level Authorized Microsoft Publisher 2003 Solutions Provider Commercial and Digital Color Printing for San Diego From Becky at QUALITYPRINTINGONLINE.COM Fri Oct 6 12:12:18 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Fri Oct 6 12:10:57 2006 Subject: [PrintSales] WAS: Bummer NOW: Pipeline In-Reply-To: <45259149.7907.137E820E@slb.inkspot.net> References: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> <45259149.7907.137E820E@slb.inkspot.net> Message-ID: <7226c387205a679a017f663a4b2766aa@QUALITYPRINTINGONLINE.COM> On Oct 5, 2006, at 8:12 PM, Steve Blatman wrote: > I'd about given up watching this list--just had any messages sorted > to a "PrintSales" folder. Suddenly, when I wasn't looking, it burst > into life for a week or so. When I saw Scott's post on PO (or was it > PONG?), I took a look and caught up on my reading. I even posted an > intro and a question, but I'm out here all alone, as the only posts > this week (and this month). And I was so looking forward to > exchanging sales tips, and getting the push that keeps me going out > to sell stuff. I got off PO & PONG in a hissy fit cuz I got tired of the bullshit on both lists about the other list. Who has the time?! (obviously some people) and it seemed like the posts were not generally related to anything that I cared about. Got back on cuz I know I need the resource handy but still only skim list -- still mostly a waste of my time. So i saw this list when I signed back up and thought "hmmm...this looks good. Wonder if anyone is out there" I was hoping to get this list started again and talk about the stuff that does interest me. Everyone has a place, right? So I figured that this would be mine. As you've noticed, tho, it's hard to keep it active! Real committed sales "warriors" are out there getting it done and probably don't find the need to post to this list -- or don't know it's here. I'm happy to share experiences with selling owners. Probably more of us out there anyway. So I'll throw out a new thread in response to your statement about Fellman's pipeline. I consulted with Dave a few years ago. One of the things we discussed is fine-tuning my mailing list to have it be a "prospecting" list. I have culled together a list of about 1200 names over the years. Some from Chamber list, some from people I read about in Business Press or newspaper, some contacts I meet...some I have no idea where they came from! I use Filemaker Pro to manage it. I use the status field to put C for Customer, S for Suspect and P for Prospect. Occasionally I call to verify contact info; sometimes I stick response card in with monthly mailer to see if they are still the same person. I generally send separate cover letters our with my monthly newsletter (Printer's Press from Mike Stevens) depending on their status. I use Dave's Letter Series (modified for me) sporadically when I make the time. Usually the newsletter/letter combo generates a few calls a month which I turn into appointments easily because why else would they call me? Some become orders, some don't. I also modified one of the letters -- it's a generic "follow up" letter that I mail merge with 10-20 prospects at a time (not, unfortunately, on a regular basis) and then I customize a few sentences in the letter so that I am actually writing a personal letter to that person (Gitomer suggestion). Those have really paid off. People like that you have an interest in them. Most printing sales people give up after a short period of time. My letters, while not necessarily an intense effort, keep me in front of them and make them realize that I am interested in them. As always, the challenge is finding the time to really really follow this system regularly. I know that I would have more work than I could handle with my small shop if I did this...but day-to-day stuff gets in the way. My goal in 2007 is to delegate more stuff to free up serious time to do selling. Becky Whatley Quality Printing 2061 Third Street, Suite E Riverside, CA 92507 Office (951) 784-4100 ext. 22 Fax (951) 682-1274 Becky@QualityPrintingOnline.com www.QualityPrintingOnline.com From John at mpcny.com Fri Oct 6 14:40:24 2006 From: John at mpcny.com (John M. Henry) Date: Fri Oct 6 14:40:46 2006 Subject: [PrintSales] NOW: Pipeline References: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com><45259149.7907.137E820E@slb.inkspot.net> <7226c387205a679a017f663a4b2766aa@QUALITYPRINTINGONLINE.COM> Message-ID: <018901c6e976$e32c6cb0$027ba8c0@mpc2000> Becky would you care to share your letters here? I have one we use. It was one of Dave's we changed to suit our needs. One thing we have used is in the letter we tell them we have set a account for them up all ready with a credit line. All they have to do is meet with me or call in to use it. I do not care to fill out credit forms when a new vendor is trying to sell me something. I want to make the first sale as painless for them as it can be. Anyone I am selling too I have checked out with others that they pay their bills, BEFORE I sell to them. Yes, I do get how they want the bills sent, if they use PO's and what terms they pay in. John M. Henry Mitchell Printing & Mailing Company 125-129 East First Street Oswego, New York 13126 (315) 343-3531 (315) 343-3577 Fax www.mpcny.com John@mpcny.com From Becky at QUALITYPRINTINGONLINE.COM Fri Oct 6 16:13:43 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Fri Oct 6 16:21:01 2006 Subject: [PrintSales] NOW: Pipeline In-Reply-To: <018901c6e976$e32c6cb0$027ba8c0@mpc2000> References: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com><45259149.7907.137E820E@slb.inkspot.net> <7226c387205a679a017f663a4b2766aa@QUALITYPRINTINGONLINE.COM> <018901c6e976$e32c6cb0$027ba8c0@mpc2000> Message-ID: <8aaec254a593e9dc16da5adbe2b1bd61@QUALITYPRINTINGONLINE.COM> On Oct 6, 2006, at 11:40 AM, John M. Henry wrote: > Becky would you care to share your letters here? I have one we use. It > was > one of Dave's we changed to suit our needs. I don't mind sharing but I would appreciate it if you or anyone else on this list us going to use them, that you would please consider going to Dave's site and purchasing the Sales & Marketing Tool Kit. It has more information in it and has all the letters. The Intro letter is one of a series -- it's a great process, reword to fit you & your personality. It really does work! At least please check out his website and see what he has to offer: www.davefellman.com INTRO LETTER: Dear <>, I?m writing to introduce myself and my company to you. My name is Becky Whatley, and my brother Steve and I own and operate Quality Printing. Before going on, I want to let you know that I?m writing to you because I?ve been told that you?re the person most responsible for printing purchases at <>. If that?s not correct, I hope you?ll at least be able to point me in the right direction. Our printing company specializes in business printing, copying, marketing materials and mailing services. If your business is at all similar to the companies we currently work with, you?re sure to have many "basic" business printing needs. By our definition, the term "basic" refers to printed products ranging from stationery and business cards to forms, manuals, flyers and brochures, and other examples of promotional and informational printing. The bottom line is this...we specialize in the kind of printing <> would use to communicate with your own customers, prospects and employees. That takes us to the ultimate purpose of this letter. I would like the chance to get to know you and your company better. I hope you will call me and tell me that you?re interested, and willing to give me the chance to know more about your specific needs so that I can determine if we?re the best printer to meet those needs. I promise you that I won?t waste your time. I have questions in mind, which will quickly help us to determine whether there?s a match between your needs and our strong points. And if that turns out to be the case, I think you?ll feel that the time I?m asking you for reflects a very good investment. You can reach me at 784-4100. Thank you very much for your consideration. This one I made up myself -- feel free to use it without paying me!! : ) -- you may, however, buy me a beer in Chicago! GENERIC FOLLOW UP LETTER (Customized) Hi xxxx, I?m sure this letter feels like it?s coming out of the blue! It has been awhile since we spoke and I wanted to follow up with you. Time has a way of sneaking past but I really wanted to let you know that you are still on my mind. I am hoping that we can do business together. [THIS IS THE SECTION THAT I CUSTOMIZE] I met with you regarding marketing last year. At the time, you were interested in variable data marketing. We are using a Xerox 2045 high end copier to produce full color VDP printing, using Design Merge software with a Fiery RIP. That might be more information than you needed to know, but I wanted to let you know our new capabilities. I really do believe that Quality Printing can meet and very likely exceed your expectations when it comes to your printing needs. We often hear comments from current clients about how we go ?above and beyond? for them. If you?re anything like the majority of our clients, you probably need someone to go ?above and beyond? for you from time to time. [THIS IS THE SECTION THAT I CUSTOMIZE] I?ve love the opportunity to work with you on a project, xxxxx, and let our actions back up my sales promises!! Let?s meet again and catch up on what you?re doing for marketing at xxxx and see what ways I can help. Give me a call at (951) 784-4100 to set up at convenient time. Obviously this takes a bit more work but is also very much worth it. This is for those prospects that you really really want -- you met with them once but nothing happened, you gave them a quote but didn't get the job, whatever -- and you want to keep in touch. I sent this letter out in July to 14 people. I haven't done it since then. But on that mailing alone, I got 2 phone calls telling me thanks, they would call me if/when they needed me (the fact that they bothered to respond at all is incredible!) and I I pulled 2 new clients, the largest is a university's marketing department and I have done $3200 worth of work over 4 orders since August, and just took in a rush 4C job that we are delivering today for $600. We have now become a trusted vendor, never missing a deadline, hitting impossible deadlines. I have quoted twice where my prices were higher -- one he brought to me anyway (and it turns out I was higher because I was quoting full size carbonless form and it was really 7" tall - his mistake on specs via email) and the other he sent elsewhere but emailed to me to tell me why. Mind you, I have only MET WITH THIS GUY ONCE more than one year ago!! Every other transaction has been my personal mail to him (NOT EMAIL), a monthly newsletter, and now a flurry of emails & phone calls back & forth. I don't even remember what this guy looks like! Do not underestimate the power of a personal letter in this era of techno-dialog. SIDE NOTE: obviously I wouldn't have continued this relationship if our pricing was not in line with what he is already receiving and we didn't totally deliver on all of our promises. Sales efforts can only do so much -- they can't make up for a lack of customer service or poor production process. OTHER SIDE NOTE: Just so I don't get too cocky -- the other "new client" that called ordered 2 address stamps and 2 name plates for a total of $50. He has promised new work but so far nothing forthcoming. I was hoping for a bit more.... : ) Becky Whatley Quality Printing 2061 Third Street, Suite E Riverside, CA 92507 Office (951) 784-4100 ext. 22 Fax (951) 682-1274 Becky@QualityPrintingOnline.com www.QualityPrintingOnline.com From slb at inkspot.net Sun Oct 8 17:25:36 2006 From: slb at inkspot.net (Steve Blatman) Date: Sun Oct 8 17:26:11 2006 Subject: [PrintSales] Inside selling help In-Reply-To: <8aaec254a593e9dc16da5adbe2b1bd61@QUALITYPRINTINGONLINE.COM> References: <018901c6e976$e32c6cb0$027ba8c0@mpc2000> Message-ID: <45293490.13136.21B4506B@slb.inkspot.net> We're currently interviewing candidates for our graphic artist / dtp / prepress position (replacement--employee decided to try something different from printing). Two of the people we've interviewed have significant sales experience, so delegating some "inside" tasks to someone other than me is a realistic possibility. What "sales support" tasks might you think of delegating to an inside employee? How would you compensate that employee? (At what point might you think of commission as part of the package, as opposed to a straight hourly rate?) Steve Steve Blatman Ink Spot Printing & Copy Center, Inc. 14 Church Road, Frazer, PA 19355 USA Tel: 610-647-0776 Fax: 610-647-4560 From Becky at QUALITYPRINTINGONLINE.COM Mon Oct 9 11:40:30 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Mon Oct 9 11:38:52 2006 Subject: [PrintSales] Inside selling help In-Reply-To: <45293490.13136.21B4506B@slb.inkspot.net> References: <018901c6e976$e32c6cb0$027ba8c0@mpc2000> <45293490.13136.21B4506B@slb.inkspot.net> Message-ID: I would be really wary of this arrangement, actually. The skill set for graphic artist/DTP is usually much different than that for sales person. So I'd wonder if the significant sales experience would translate into a good DTP person. Depends, really, on what you need. Deb Thompson is a consultant in this area -- her and John Giles, another good consultant, have teamed up to identify the characteristics that make up a good graphic artist. Attention to detail, some other stuff --- generally we sales types don't necessarily have those skills. There is a personality assessment called DISC -- you can find out more on Deb's website. I think she determined that good DTP has lots of I and S. I started doing DTP for my family's business but that area really soared when we got a "real" graphic artist in. My skill set is better suited for sales. Also, what do you mean by "inside" tasks for sales? Are you talking about admin. stuff like entering your orders, following up on quotes & proofs, etc? If you have a good CSR, that person should be doing that. If you are talking about doing cold calls and setting up your appointments for you instead of you doing that....hmmmm....not sure how that would work. I think it would depend on the internal workings of your shop. Scott C. posted something on PrintOwners about it being the owner's responsibility to bring in sales -- if they weren't going to hire an outside sale rep to do this, than they needed to be doing it themselves and doing owner stuff after hours. His implication was that an owner should move out of actual work-producing stuff as soon as possible and delegate & train staff. This seems like a good move. With us, I go after the fish and when I catch 'em, I bring 'em back to the shop, start off the account, hand-hold as needed, but most I turn over to "house" account right away. This might different for me as "selling owner" than it would be for real outside sales rep who gets paid on commission. As far as I am concerned, commission goes to the person going after the sales -- I'm not sure that I would commission compensate an inside sales support person. How would that affect how it works for others like press operators and bindery? Don't they "support" the sales as well? Just my thoughts... Last thought -- Dave Fellman (yes, him again!) has a great article available on his website regarding how to take an internal person and move them into sales. I forget what it's called but I bet you could find it in his archives. Becky Whatley Quality Printing 2061 Third Street, Suite E Riverside, CA 92507 Office (951) 784-4100 ext. 22 Fax (951) 682-1274 Becky@QualityPrintingOnline.com www.QualityPrintingOnline.com On Oct 8, 2006, at 2:25 PM, Steve Blatman wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > We're currently interviewing candidates for our graphic artist / dtp > / prepress position (replacement--employee decided to try something > different from printing). Two of the people we've interviewed have > significant sales experience, so delegating some "inside" tasks to > someone other than me is a realistic possibility. > > What "sales support" tasks might you think of delegating to an inside > employee? > > How would you compensate that employee? (At what point might you > think of commission as part of the package, as opposed to a straight > hourly rate?) > > Steve > > Steve Blatman > Ink Spot Printing & Copy Center, Inc. > 14 Church Road, Frazer, PA 19355 USA >