From Becky at QUALITYPRINTINGONLINE.COM Tue Sep 19 17:37:05 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Tue Sep 19 17:35:27 2006 Subject: [PrintSales] Is this list active? Message-ID: <9b641d56d35bf79f405492aa6af79081@QUALITYPRINTINGONLINE.COM> Hello! I was just wondering if there were more sales oriented people hanging out on this list -- I haven't seen any activity but I thought I would start up a thread if there was any interest! 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 randy at actionprintingokc.com Tue Sep 19 17:41:34 2006 From: randy at actionprintingokc.com (Randy McConnell) Date: Tue Sep 19 17:42:39 2006 Subject: [PrintSales] Is this list active? In-Reply-To: <9b641d56d35bf79f405492aa6af79081@QUALITYPRINTINGONLINE.COM> Message-ID: Hello Becky I would be interested Randy McConnell Action Printing 1429 W. Main Oklahoma City, Oklahoma 73106 405-235-5956 Fax 405-235-5961 randy@actionprintingokc.com www.actionprintingokc.com -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley Sent: Tuesday, September 19, 2006 3:37 PM To: printsales@printweb.org Subject: [PrintSales] Is this list active? $ $ $ + This is a PrintSales list message. + $ $ $ Hello! I was just wondering if there were more sales oriented people hanging out on this list -- I haven't seen any activity but I thought I would start up a thread if there was any interest! 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 _______________________________________________ PrintSales mailing list Post: PrintSales@printweb.org Info: http://rb.enter.net/mailman/listinfo/printsales From cpgjim at erols.com Tue Sep 19 17:44:12 2006 From: cpgjim at erols.com (Jim Swiatocha) Date: Tue Sep 19 17:45:14 2006 Subject: [PrintSales] Is this list active? References: <9b641d56d35bf79f405492aa6af79081@QUALITYPRINTINGONLINE.COM> Message-ID: <015901c6dc34$c0b7f810$ab627726@JimLaptop> Hi Becky - I am here. Haven't seen any activity either but I would be glad to participate. Jim Jim Swiatocha Chantilly Printing. & Graphics 13808 Redskin Drive Herndon, VA 20171 (703) 471-2800 (703) 471-0111 fax jswiatocha@chantillyprinting.com Becky Whatley wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > Hello! > > I was just wondering if there were more sales oriented people hanging > out on this list -- I haven't seen any activity but I thought I would > start up a thread if there was any interest! > > 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 > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales From rond at rockvilleprinting.com Tue Sep 19 17:40:44 2006 From: rond at rockvilleprinting.com (Ron Dobransky) Date: Tue Sep 19 17:46:01 2006 Subject: [PrintSales] Is this list active? In-Reply-To: <9b641d56d35bf79f405492aa6af79081@QUALITYPRINTINGONLINE.COM> Message-ID: <01ab01c6dc34$4313f7b0$5a96a8c0@Sales11> I'm here.............WAZZUP?? Ronald P. Dobransky, CPSS VP / Sales & Marketing Rockville Printing & Graphics 736 Rockville Pike Rockville, MD 20852 rond@rockvilleprinting.com tel: 301-251-0001, ext 103 fax: 301-251-6156 mobile: 301-351-5147 -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley Sent: Tuesday, September 19, 2006 5:37 PM To: printsales@printweb.org Subject: [PrintSales] Is this list active? $ $ $ + This is a PrintSales list message. + $ $ $ Hello! I was just wondering if there were more sales oriented people hanging out on this list -- I haven't seen any activity but I thought I would start up a thread if there was any interest! 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 _______________________________________________ PrintSales mailing list Post: PrintSales@printweb.org Info: http://rb.enter.net/mailman/listinfo/printsales From sales at franklinsprinting.us Tue Sep 19 17:48:26 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Tue Sep 19 17:49:10 2006 Subject: [PrintSales] Is this list active? In-Reply-To: <015901c6dc34$c0b7f810$ab627726@JimLaptop> References: <9b641d56d35bf79f405492aa6af79081@QUALITYPRINTINGONLINE.COM> <015901c6dc34$c0b7f810$ab627726@JimLaptop> Message-ID: <2ABFD4FB-5021-4EF4-A026-26B42BFDDFA6@franklinsprinting.us> Count me in Becky... Regards, Bill Bill DeVore Franklin's Printing and Mailing 5217 Simpson Ferry Road Mechanicsburg, PA 17050 717.691.6880 - phone 717.691-6928 - fax www. franklinsprinting.us On Sep 19, 2006, at 5:44 PM, Jim Swiatocha wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > Hi Becky - > > I am here. Haven't seen any activity either but I would be glad to > participate. > > Jim > > Jim Swiatocha > Chantilly Printing. & Graphics > 13808 Redskin Drive > Herndon, VA 20171 > (703) 471-2800 > (703) 471-0111 fax > jswiatocha@chantillyprinting.com > > Becky Whatley wrote: >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> Hello! >> >> I was just wondering if there were more sales oriented people hanging >> out on this list -- I haven't seen any activity but I thought I would >> start up a thread if there was any interest! >> >> 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 >> >> _______________________________________________ >> 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 rond at rockvilleprinting.com Tue Sep 19 17:45:58 2006 From: rond at rockvilleprinting.com (Ron Dobransky) Date: Tue Sep 19 17:50:57 2006 Subject: [PrintSales] Is this list active? In-Reply-To: <01ab01c6dc34$4313f7b0$5a96a8c0@Sales11> Message-ID: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> Just Remember.............Nothing Happens Until Someone Sells Something!! I'd welcome some dialogue regarding Sales!!!! Ronald P. Dobransky, CPSS -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Ron Dobransky Sent: Tuesday, September 19, 2006 5:41 PM To: 'Discussion List for Printing Sales Professionals' Subject: RE: [PrintSales] Is this list active? $ $ $ + This is a PrintSales list message. + $ $ $ I'm here.............WAZZUP?? VP / Sales & Marketing Rockville Printing & Graphics 736 Rockville Pike Rockville, MD 20852 rond@rockvilleprinting.com tel: 301-251-0001, ext 103 fax: 301-251-6156 mobile: 301-351-5147 -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley Sent: Tuesday, September 19, 2006 5:37 PM To: printsales@printweb.org Subject: [PrintSales] Is this list active? $ $ $ + This is a PrintSales list message. + $ $ $ Hello! I was just wondering if there were more sales oriented people hanging out on this list -- I haven't seen any activity but I thought I would start up a thread if there was any interest! 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 _______________________________________________ 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 smc at sorrentomesa.com Tue Sep 19 18:18:14 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Tue Sep 19 18:16:26 2006 Subject: [PrintSales] Is this list active? In-Reply-To: <9b641d56d35bf79f405492aa6af79081@QUALITYPRINTINGONLINE.COM > References: <9b641d56d35bf79f405492aa6af79081@QUALITYPRINTINGONLINE.COM> Message-ID: <7.0.1.0.2.20060919151722.0767cf80@sorrentomesa.com> We're all here, I guess we're just all busy selling. S. At 02:37 PM 9/19/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >Hello! > >I was just wondering if there were more sales oriented people >hanging out on this list -- I haven't seen any activity but I >thought I would start up a thread if there was any interest! > >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 > >_______________________________________________ >PrintSales mailing list >Post: PrintSales@printweb.org >Info: http://rb.enter.net/mailman/listinfo/printsales > > >__________ NOD32 1.1763 (20060919) 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 markm at dgmi.com Tue Sep 19 18:33:33 2006 From: markm at dgmi.com (Mark McGuffee) Date: Tue Sep 19 18:34:23 2006 Subject: [PrintSales] Group Message-ID: <059501c6dc3b$ad99d940$6901a8c0@yourc8bh3jaglt> I'm in also... Mark McGuffee Delta Graphic Management, Inc. 11408 North Grove Avenue Oklahoma City, OK 73162 Phone: 405.603.8113 Mobile: 405.990.7500 www.dgmi.com Confidentiality Notice: This e-mail message, including any attachments, is for the sole use of the intended recipient(s) and may contain confidential and privileged information. Any unauthorized review; use, disclosure or distribution is prohibited. If you are not the intended recipient, please contact the sender by reply e-mail and destroy copies of the original message. From Becky at QUALITYPRINTINGONLINE.COM Tue Sep 19 19:04:19 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Tue Sep 19 19:02:50 2006 Subject: [PrintSales] Introduction - Becky Whatley Message-ID: <10cad2be3f71766cd22d593f1f02a0d4@QUALITYPRINTINGONLINE.COM> So...I'm assuming this list doesn't get the play that others do... Would it be a good idea to introduce ourselves, as it relates to our position with sales, and go from there? I'll start -- I'm co-owner of my business with my brother and I am the primary sales person. I rely on a combination of networking thru traditional means (Chamber, Kiwanis, community committees, etc) and sales letters / calls based on Dave Fellman and Bill Farquharson methods. Jeffrey Gitomer is my sales guru and I read everything he writes. My philosophy at work is based on his Customer Satisfaction is Worthless; Customer Loyalty is Priceless book. I am currently reading his Little Black Book on Networking. AWESOME! I am mainly a "relationship-building" sales person. We're a small shop (4.5 people) in grow-grow-grow mode. Our fiscal year ends this month; we are up 15% over last year. My goal for this next year is 18% sales growth (I'm a maniac!) and moving into more corporate accounts and less "event driven" printing. We are moving into a bigger building (that we just bought!) at the end of the year so I hope to expand my direct mail services as well. I'm interested in specifically sharing ideas about growing sales, owner as salesperson, and prospecting. I'd love to see a veteran sales person (like Ron or Scott) throw out a "best idea" thread and get some discussion going. 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 Alan at perfectimageprint.com Tue Sep 19 21:23:05 2006 From: Alan at perfectimageprint.com (Alan Gottheim) Date: Tue Sep 19 21:23:38 2006 Subject: [PrintSales] Is this list active? Message-ID: I'm also interested. Alan Gottheim Perfect Image, Inc. 8505 Crown Crescent Court Charlotte, NC 28227 704-841-2464 704-841-2535 Fax alan@perfectimageprint.com www.perfectimageprint.com Supporting the business interests of our clients since 1981 by providing sales and marketing material through professional graphics, printing and mailing services. -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley Sent: Tuesday, September 19, 2006 5:37 PM To: printsales@printweb.org Subject: [PrintSales] Is this list active? $ $ $ + This is a PrintSales list message. + $ $ $ Hello! I was just wondering if there were more sales oriented people hanging out on this list -- I haven't seen any activity but I thought I would start up a thread if there was any interest! 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 _______________________________________________ PrintSales mailing list Post: PrintSales@printweb.org Info: http://rb.enter.net/mailman/listinfo/printsales From nancy at theprintingplaceinc.com Wed Sep 20 07:52:45 2006 From: nancy at theprintingplaceinc.com (Nancy) Date: Wed Sep 20 07:53:29 2006 Subject: [PrintSales] Group References: <059501c6dc3b$ad99d940$6901a8c0@yourc8bh3jaglt> Message-ID: <009801c6dcab$49a49900$0500a8c0@Nancy> Count me in too. ----- Original Message ----- From: "Mark McGuffee" To: Sent: Tuesday, September 19, 2006 6:33 PM Subject: [PrintSales] Group $ $ $ + This is a PrintSales list message. + $ $ $ I'm in also... Mark McGuffee Delta Graphic Management, Inc. 11408 North Grove Avenue Oklahoma City, OK 73162 Phone: 405.603.8113 Mobile: 405.990.7500 www.dgmi.com Confidentiality Notice: This e-mail message, including any attachments, is for the sole use of the intended recipient(s) and may contain confidential and privileged information. Any unauthorized review; use, disclosure or distribution is prohibited. If you are not the intended recipient, please contact the sender by reply e-mail and destroy copies of the original message. _______________________________________________ PrintSales mailing list Post: PrintSales@printweb.org Info: http://rb.enter.net/mailman/listinfo/printsales From dlm at jasnetworks.net Wed Sep 20 08:09:14 2006 From: dlm at jasnetworks.net (Derek McElvain) Date: Wed Sep 20 08:09:58 2006 Subject: [PrintSales] Introduction - Becky Whatley In-Reply-To: <10cad2be3f71766cd22d593f1f02a0d4@QUALITYPRINTINGONLINE.COM> Message-ID: I too am interested. I've been subscribed to this list since October last year and have only seen one post that was a test. I work for a small quick/digital printer and am involved in multiple aspects of the business. From sales to IT to marketing to production at times, I do it all. We have 6.5 people and all sales are done by myself and my boss (who is also my father-in-law). I would love to post the first question. Do others on this list find that it is worth the expense to belong to networking groups, such as Becky mentioned, for lead generation. Do you find that the ROI on them is as good or better than them than simply cold-calling and other methods. Also, are many of you using web-based sales and how does that compare? Thank You, Derek McElvain Superior Imaging Services, Inc. 1001 Second St. Kalamazoo, MI 49001 phone: 269-349-9741 fax: 269-349-2120 > From: Becky Whatley > Reply-To: Discussion List for Printing Sales Professionals > > Date: Tue, 19 Sep 2006 16:04:19 -0700 > To: > Subject: [PrintSales] Introduction - Becky Whatley > > $ $ $ + This is a PrintSales list message. + $ $ $ > > So...I'm assuming this list doesn't get the play that others do... > > Would it be a good idea to introduce ourselves, as it relates to our > position with sales, and go from there? > > I'll start -- > > I'm co-owner of my business with my brother and I am the primary sales > person. > > I rely on a combination of networking thru traditional means (Chamber, > Kiwanis, community committees, etc) and sales letters / calls based on > Dave Fellman and Bill Farquharson methods. Jeffrey Gitomer is my sales > guru and I read everything he writes. My philosophy at work is based on > his Customer Satisfaction is Worthless; Customer Loyalty is Priceless > book. I am currently reading his Little Black Book on Networking. > AWESOME! > > I am mainly a "relationship-building" sales person. > > We're a small shop (4.5 people) in grow-grow-grow mode. Our fiscal year > ends this month; we are up 15% over last year. > > My goal for this next year is 18% sales growth (I'm a maniac!) and > moving into more corporate accounts and less "event driven" printing. > We are moving into a bigger building (that we just bought!) at the end > of the year so I hope to expand my direct mail services as well. > > I'm interested in specifically sharing ideas about growing sales, owner > as salesperson, and prospecting. I'd love to see a veteran sales person > (like Ron or Scott) throw out a "best idea" thread and get some > discussion going. > > > 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 > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > From rond at rockvilleprinting.com Wed Sep 20 08:46:09 2006 From: rond at rockvilleprinting.com (Ron Dobransky) Date: Wed Sep 20 08:51:14 2006 Subject: [PrintSales] RE: Networking Groups In-Reply-To: Message-ID: <021e01c6dcb2$bf13e7c0$5a96a8c0@Sales11> Good Morning All, This is a Great subject and I'd like to discuss more in depth later today since I'm a little short on time right now. But, ( check this out ), I'm in a BNI Group ( In fact, I'm our President for our next term ) and today, we're having a Visitors Day. We have 32 people current in our group but we're expecting another 45-50 visitors today. Our group ROCKS!! It's a lot of B to B and very little B to C. In addition to today, tomorrow my BNI "sphere" is putting on a lunch at FedEx Field in one of the suites overlooking the field. There are 10 of us each inviting 4-5 customers/prospects along with a guest for lunch with a couple of Redskin Cheerleaders and a well known ex-Redskin player, Joe Jacoby ( one of the original HOGS ). Lunch, photographer, etc..........Great Opportunities!! Does this BNI affiliation bring me business.???? ABSOLUTELY!! So much of it depends upon the dynamics of the group and our group is AWESOME!!! Like I said, Great Thread to discuss and I'll be back in touch soon to update you. Networking and Referrals are the only way to grow your business. I can't remember the last time I actually made cold calls. Why?? I'm too busy following up on referrals and folks that I've already met at a networking event. Now..........get out and Sell Something!! Here's to our Mutual Success!! All the Best, Ronald P. Dobransky, CPSS VP / Sales & Marketing Rockville Printing & Graphics 736 Rockville Pike Rockville, MD 20852 rond@rockvilleprinting.com tel: 301-251-0001, ext 103 fax: 301-251-6156 mobile: 301-351-5147 -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Derek McElvain Sent: Wednesday, September 20, 2006 8:09 AM To: Discussion List for Printing Sales Professionals Subject: Re: [PrintSales] Introduction - Becky Whatley $ $ $ + This is a PrintSales list message. + $ $ $ I too am interested. I've been subscribed to this list since October last year and have only seen one post that was a test. I work for a small quick/digital printer and am involved in multiple aspects of the business. From sales to IT to marketing to production at times, I do it all. We have 6.5 people and all sales are done by myself and my boss (who is also my father-in-law). I would love to post the first question. Do others on this list find that it is worth the expense to belong to networking groups, such as Becky mentioned, for lead generation. Do you find that the ROI on them is as good or better than them than simply cold-calling and other methods. Also, are many of you using web-based sales and how does that compare? Thank You, Derek McElvain Superior Imaging Services, Inc. 1001 Second St. Kalamazoo, MI 49001 phone: 269-349-9741 fax: 269-349-2120 > From: Becky Whatley > Reply-To: Discussion List for Printing Sales Professionals > > Date: Tue, 19 Sep 2006 16:04:19 -0700 > To: > > Subject: [PrintSales] Introduction - Becky Whatley > > $ $ $ + This is a PrintSales list message. + $ $ $ > > So...I'm assuming this list doesn't get the play that others do... > > Would it be a good idea to introduce ourselves, as it relates to our > position with sales, and go from there? > > I'll start -- > > I'm co-owner of my business with my brother and I am the primary sales > person. > > I rely on a combination of networking thru traditional means (Chamber, > Kiwanis, community committees, etc) and sales letters / calls based on > Dave Fellman and Bill Farquharson methods. Jeffrey Gitomer is my sales > guru and I read everything he writes. My philosophy at work is based > on his Customer Satisfaction is Worthless; Customer Loyalty is > Priceless book. I am currently reading his Little Black Book on > Networking. AWESOME! > > I am mainly a "relationship-building" sales person. > > We're a small shop (4.5 people) in grow-grow-grow mode. Our fiscal > year ends this month; we are up 15% over last year. > > My goal for this next year is 18% sales growth (I'm a maniac!) and > moving into more corporate accounts and less "event driven" printing. > We are moving into a bigger building (that we just bought!) at the end > of the year so I hope to expand my direct mail services as well. > > I'm interested in specifically sharing ideas about growing sales, > owner as salesperson, and prospecting. I'd love to see a veteran sales > person (like Ron or Scott) throw out a "best idea" thread and get some > discussion going. > > > 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 > > _______________________________________________ > 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 jjles at pelhughes.com Wed Sep 20 09:57:25 2006 From: jjles at pelhughes.com (Jay LeSaicherre) Date: Wed Sep 20 09:57:39 2006 Subject: [PrintSales] Group Message-ID: <18AB00CC4CEA0D4DBC007640F5B34CA5429AA7@phpmail.pelhughes.net> Ditto here. Jay LeSaicherre Pel Hughes Printing 3801 Toulouse St. New Orleans, La. 70119 (504) 620-9626 jjles@pelhughes.com www.pelhughes.com -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Nancy Sent: Wednesday, September 20, 2006 6:53 AM To: Discussion List for Printing Sales Professionals Subject: Re: [PrintSales] Group $ $ $ + This is a PrintSales list message. + $ $ $ Count me in too. ----- Original Message ----- From: "Mark McGuffee" To: Sent: Tuesday, September 19, 2006 6:33 PM Subject: [PrintSales] Group $ $ $ + This is a PrintSales list message. + $ $ $ I'm in also... Mark McGuffee Delta Graphic Management, Inc. 11408 North Grove Avenue Oklahoma City, OK 73162 Phone: 405.603.8113 Mobile: 405.990.7500 www.dgmi.com Confidentiality Notice: This e-mail message, including any attachments, is for the sole use of the intended recipient(s) and may contain confidential and privileged information. Any unauthorized review; use, disclosure or distribution is prohibited. If you are not the intended recipient, please contact the sender by reply e-mail and destroy copies of the original message. _______________________________________________ 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 ewingandsons at sbcglobal.net Wed Sep 20 09:59:17 2006 From: ewingandsons at sbcglobal.net (Dennis W. Ewing Sr) Date: Wed Sep 20 09:58:02 2006 Subject: [PrintSales] Group In-Reply-To: <059501c6dc3b$ad99d940$6901a8c0@yourc8bh3jaglt> References: <059501c6dc3b$ad99d940$6901a8c0@yourc8bh3jaglt> Message-ID: <45114935.607@sbcglobal.net> I'm not. I'm someplace else. No idea where. Dennis W. Ewing Sr Ewing and Sons Printing 12000 Crownpoint, #130 San Antonio, TX 78233 dennisewing@sbcglobal.net ewingandsons@sbcglobal.net Mark McGuffee wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > I'm in also... > > > Mark McGuffee > Delta Graphic Management, Inc. > 11408 North Grove Avenue > Oklahoma City, OK 73162 > > Phone: 405.603.8113 > Mobile: 405.990.7500 > www.dgmi.com > > Confidentiality Notice: This e-mail message, including any attachments, is for the sole use of the intended recipient(s) and may contain confidential and privileged information. Any unauthorized review; use, disclosure or distribution is prohibited. If you are not the intended recipient, please contact the sender by reply e-mail and destroy copies of the original message. > > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > > From ewingandsons at sbcglobal.net Wed Sep 20 10:14:14 2006 From: ewingandsons at sbcglobal.net (Dennis W. Ewing Sr) Date: Wed Sep 20 10:13:05 2006 Subject: [PrintSales] RE: Networking Groups In-Reply-To: <021e01c6dcb2$bf13e7c0$5a96a8c0@Sales11> References: <021e01c6dcb2$bf13e7c0$5a96a8c0@Sales11> Message-ID: <45114CB6.50204@sbcglobal.net> I've wasted time visiting 2 different BNI groups. Both of them were geared toward consumers. Plumbers, Realtors etc. Good to know there really is at least one of the groups worth the time. Dennis W. Ewing Sr Ewing and Sons Printing 12000 Crownpoint, #130 San Antonio, TX 78233 dennisewing@sbcglobal.net ewingandsons@sbcglobal.net Ron Dobransky wrote: > > Good Morning All, > > This is a Great subject and I'd like to discuss more in depth later today > since I'm a little short on time right now. But, ( check this out ), I'm in > a BNI Group ( In fact, I'm our President for our next term ) and today, > we're having a Visitors Day. We have 32 people current in our group but > we're expecting another 45-50 visitors today. Our group ROCKS!! It's a lot > of B to B and very little B to C. > > In addition to today, tomorrow my BNI "sphere" is putting on a lunch at > FedEx Field in one of the suites overlooking the field. There are 10 of us > each inviting 4-5 customers/prospects along with a guest for lunch with a > couple of Redskin Cheerleaders and a well known ex-Redskin player, Joe > Jacoby ( one of the original HOGS ). Lunch, photographer, > etc..........Great Opportunities!! > > Does this BNI affiliation bring me business.???? ABSOLUTELY!! So much of > it depends upon the dynamics of the group and our group is AWESOME!!! > > Like I said, Great Thread to discuss and I'll be back in touch soon to > update you. > > Networking and Referrals are the only way to grow your business. I can't > remember the last time I actually made cold calls. Why?? I'm too busy > following up on referrals and folks that I've already met at a networking > event. > > Now..........get out and Sell Something!! > > Here's to our Mutual Success!! > All the Best, > Ronald P. Dobransky, CPSS > > > > From hal at pickimp.com Wed Sep 20 11:53:11 2006 From: hal at pickimp.com (Hal Wendt) Date: Wed Sep 20 11:51:44 2006 Subject: [PrintSales] RE: Networking Groups References: <021e01c6dcb2$bf13e7c0$5a96a8c0@Sales11> <45114CB6.50204@sbcglobal.net> Message-ID: <007d01c6dccc$e3a33180$0301a8c0@sbcglobal.net> Our BNI group (my third try) is made up mostly of home based hobby businesses. As far as brick & mortar businesses we have a car dealer, a cemetary, a florist and a pastry store. The rest broker insurance, make candles, cater and sell beads (ala 1966). I get more business from the Eagles club and the American legion than this whole group. Hal Wendt IMP Printing & Graphics Design Southgate, Michigan USA From russ at mobile-print.com Wed Sep 20 11:50:16 2006 From: russ at mobile-print.com (Russ Peters) Date: Wed Sep 20 11:54:04 2006 Subject: [PrintSales] Networking Groups In-Reply-To: References: Message-ID: <45116338.2060507@mobile-print.com> I'm heavily involved with the Chamber of Commerce. I'm on the board of directors, I chair the Communications Committee and the Sales Network I group. I was president last year. I attend almost all of the After Hours, Luncheons, grand openings/ribbon cuttings, etc. I have found that this is well worth the time and $$ investment. But it takes a while. I probably put in about 8 - 10 hours a month overall. I did about $12,000 for the Chamber directly last year and am over $15,600 this year so far. I print the quarterly newsletter to residents (21,000 16 pagers) as well as much other work. I've picked up at least a dozen or more new regular clients, as well as quite a few one-timers. I was in another Chamber when we were located in a neighboring town, but I was not very involved. Oh, I'd attend the occasional event, but that's about it. I received very little business. Just before we moved 9 years ago, I joined the Chamber in our new town. I was encouraged to get involved and I slowly did. Over time I've met many, many people and have become known as the printer of choice. When the Chamber gets a new member who is just opening their business in town, my name is given as the guy to see for their printing. I've slowly won over quite a few people who had another printer but wanted more - better service, better capabilities, etc. We're also active in the community. We have a booth in the business expo tent at the annual village block party (and I volunteer at the beer tent), we have an ad on the wall at the park district skate rink, we advertise in the high school sports books & in most every local ad book we print. We co-sponsor events with the village & chamber. We participate in co-op ads in the local newspapers. All of this contributes to name recognition and helps support our branding. My brother recently became involved in a 'private' networking group. He's been a member for 6 to 8 months and we have picked up 3 clients so far. These groups definately work, but like anything else you have to put in the effort. > >I would love to post the first question. Do others on this list find that >it is worth the expense to belong to networking groups, such as Becky >mentioned, for lead generation. > -- Russ Peters *MOBILE PRINT, INC.* 201 W. Central Road ? Mount Prospect, IL 60056 Phone 847-398-6155 ? Fax 847-398-0788 www.mobile-print.com From becky at newhavenprint.com Wed Sep 20 11:32:44 2006 From: becky at newhavenprint.com (Becky Beery) Date: Wed Sep 20 12:12:48 2006 Subject: [PrintSales] RE: Networking Groups References: <021e01c6dcb2$bf13e7c0$5a96a8c0@Sales11><45114CB6.50204@sbcglobal.net> <007d01c6dccc$e3a33180$0301a8c0@sbcglobal.net> Message-ID: <003701c6dcca$04dc78a0$0500000a@2604936053> Welcome Becky I'm involved with our local Chamber as well and is so so for me. I find as being a female I do not do the after hours events. I saw it as a hitting game for dates. I however have been trying to go to luncheons in my area on Mondays and Fridays - have only been doing them for a couple of months - nothing in business from these but I know it will in time. I have to give it a chance. Good luck with networking and I believe very much in the Chamber. Becky Becky Beery Sales Representative New Haven Print & Copy Phone: 260.493.3844 Fax: 260.493.3579 Website: www.newhavenprint.com Email: becky@newhavenprint.com ----- Original Message ----- From: "Hal Wendt" To: "Discussion List for Printing Sales Professionals" Sent: Wednesday, September 20, 2006 11:53 AM Subject: Re: [PrintSales] RE: Networking Groups > $ $ $ + This is a PrintSales list message. + $ $ $ > > Our BNI group (my third try) is made up mostly of home based hobby > businesses. As far as brick & mortar businesses we have a car dealer, a > cemetary, a florist and a pastry store. The rest broker insurance, make > candles, cater and sell beads (ala 1966). I get more business from the > Eagles club and the American legion than this whole group. > > > Hal Wendt > IMP Printing & Graphics Design > Southgate, Michigan USA > > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > From Becky at QUALITYPRINTINGONLINE.COM Wed Sep 20 12:14:58 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Wed Sep 20 12:13:20 2006 Subject: [PrintSales] Networking Groups - are they worth it? Message-ID: Obviously Ron D. thinks yes! But he highlighted what I consider the most important things: 1) dynamics of group and 2) mostly B2B and not B2C When I mentioned networking, I meant the old-fashioned kind -- hanging out in a room after hours (usually Chamber of Commerce related but can be any kind) with a bunch of business people, either there to sell something to someone or there to eat free food. I have tried out two different "leads generating" groups (LeTip and another that broke off from one of the "name" groups) Neither was very productive for me. Lots and lots of tips to get business card orders from small businesses but nothing that would manifest into large accounts. You put in ALOT of time (weekly meetings) and money, and it takes awhile to see any ROI. My brother has been in a small one for many many years. They have become a peer group to him and altho he gets leads now & then, the big payoff is the satisfaction he gets from meeting with a group of like-minded business people every week. If you get the right leads generating group, as Ron has, then it can pay off big time. The same goes for any event/group you attend. It all depends on WHO is there and HOW you work it. I find that Chamber mixers are so-so for me. I have 3 rules that work for me: 1, meet 3 new people at every event 2. never give out my card unless someone asks for it; spend more time on them than on me 3. follow up immediately with a personal note "nice to meet you" etc. -- hardly anyone actually WRITES any more (you know, pen & paper -- remember that stuff?) so it makes me stand out right away and puts a good vibe on things. People don't always respond right away but I have had them come up to me at events months later and thank me for the note and tell the person with them how thoughtful I was, with a personal note....so it already begins to put a good spin on things for me. I mentioned before that networking and relationships were the key to most of my sales. I take Gitomer's advice to heart: help others and they will help you. So I spend time introducing others to people I know that they don't and making connections for others. I find that this pays back to me because those people want to return the favor. They will remember me and introduce me to people as they can. This is NOT an immediate ROI. Sometimes it takes months & months before I see results. My focus is on getting others to THINK of me and to LIKE me. For me this works better than leads generating groups -- people are referring me because they really really want to and not because they have to generate a lead that week or pay a fine!! : ) 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 brandon at cirrusvisual.com Wed Sep 20 12:25:09 2006 From: brandon at cirrusvisual.com (Brandon Blair) Date: Wed Sep 20 12:25:46 2006 Subject: [PrintSales] RE: Networking Groups Message-ID: <36D36EBBC6F6154EA2BBA699CC3BC02A4566DD@cirrus1.cirrusvisual.com> Hey all, I own a printing company in Tucson, AZ and originally did all the sales to get things off the ground. My brother and I now split the duties, and rely primarily on our referrals and our organization affiliations for new accounts. We have grown our sales to $1.75 Million in just over 6 years. I have tried the Chambers (we have several of them), BNI, and other networking groups, and have had some success. Our greatest successes have come from partnering with more focused trade organizations and being promoted to the membership. Examples of trade organizations that have worked for us have been the local chapter of the American Marketing Organization, a So. AZ Technology group, the Society for Technical Communicators, etc.... I often "sponsor" the organization with their promotional and printing items in exchange for advertising and more importantly the recognition at events. If you take good care of people, they tell others, and business grows! Nice to see some exchange here (out of the blue). Brandon Blair Cirrus Visual Communication -----Original Message----- From: Becky Beery [mailto:becky@newhavenprint.com] Sent: Wed 9/20/2006 8:32 AM To: Discussion List for Printing Sales Professionals Cc: Subject: Re: [PrintSales] RE: Networking Groups $ $ $ + This is a PrintSales list message. + $ $ $ Welcome Becky I'm involved with our local Chamber as well and is so so for me. I find as being a female I do not do the after hours events. I saw it as a hitting game for dates. I however have been trying to go to luncheons in my area on Mondays and Fridays - have only been doing them for a couple of months - nothing in business from these but I know it will in time. I have to give it a chance. Good luck with networking and I believe very much in the Chamber. Becky Becky Beery Sales Representative New Haven Print & Copy Phone: 260.493.3844 Fax: 260.493.3579 Website: www.newhavenprint.com Email: becky@newhavenprint.com ----- Original Message ----- From: "Hal Wendt" To: "Discussion List for Printing Sales Professionals" Sent: Wednesday, September 20, 2006 11:53 AM Subject: Re: [PrintSales] RE: Networking Groups > $ $ $ + This is a PrintSales list message. + $ $ $ > > Our BNI group (my third try) is made up mostly of home based hobby > businesses. As far as brick & mortar businesses we have a car dealer, a > cemetary, a florist and a pastry store. The rest broker insurance, make > candles, cater and sell beads (ala 1966). I get more business from the > Eagles club and the American legion than this whole group. > > > Hal Wendt > IMP Printing & Graphics Design > Southgate, Michigan USA > > > _______________________________________________ > 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 becky at newhavenprint.com Wed Sep 20 11:54:51 2006 From: becky at newhavenprint.com (Becky Beery) Date: Wed Sep 20 12:35:15 2006 Subject: [PrintSales] Networking Groups - are they worth it? References: Message-ID: <000401c6dccd$1bb83020$0500000a@2604936053> I agree with you Becky. I try to have coffee with the new people I meet. On the third Wednesday of each month (today) I attend a group of just women. Its great for me - the printing isn't that great but what is important to me - its all women and we feed off of each other. If we are having a problem with sales or anything we share amongst ourselves and that is a different avenue for me. I have got a few leads from the group but mostly we share how are business is doing and what we can do for each other. I have been in the group for 6 months or so - my sales are improving with the group and hopefully will be an even greater benefit to me. I stopped attending after hour group meetings about 9 years ago ( I have been selling printing for 18 years) after the death of my oldest son. I felt that the men of the group were all hitting on the women and then I just got fed up with it. I know it had alot to do with the loss of my son but I just got sick of it - my married friends felt the same way so we just let it up to the single women. My luncheons seem better for me - more personnel contacts and a chance to see what their businesses are and then I can tell them what I can do for them. Another thing that has really helped me out is Toastmasters. Now I really don't get alot of leads from the group but it has taught me to speak to groups. I used to shy away from anyone asking me to speak. Now I look forward to telling any group what I do and what printing can do for their business. It has been a win win for me. Have a great Wednesday Becky and so glad to have you in the group. Becky Becky Beery Sales Representative New Haven Print & Copy Phone: 260.493.3844 Fax: 260.493.3579 Website: www.newhavenprint.com Email: becky@newhavenprint.com ----- Original Message ----- From: "Becky Whatley" To: "Discussion List for Printing Sales Professionals" Sent: Wednesday, September 20, 2006 12:14 PM Subject: [PrintSales] Networking Groups - are they worth it? > $ $ $ + This is a PrintSales list message. + $ $ $ > > Obviously Ron D. thinks yes! > > But he highlighted what I consider the most important things: 1) > dynamics of group and 2) mostly B2B and not B2C > > When I mentioned networking, I meant the old-fashioned kind -- hanging > out in a room after hours (usually Chamber of Commerce related but can > be any kind) with a bunch of business people, either there to sell > something to someone or there to eat free food. > > I have tried out two different "leads generating" groups (LeTip and > another that broke off from one of the "name" groups) > Neither was very productive for me. Lots and lots of tips to get > business card orders from small businesses but nothing that would > manifest into large accounts. > You put in ALOT of time (weekly meetings) and money, and it takes > awhile to see any ROI. > My brother has been in a small one for many many years. They have > become a peer group to him and altho he gets leads now & then, the big > payoff is the satisfaction he gets from meeting with a group of > like-minded business people every week. > > If you get the right leads generating group, as Ron has, then it can > pay off big time. > > The same goes for any event/group you attend. It all depends on WHO is > there and HOW you work it. > > I find that Chamber mixers are so-so for me. I have 3 rules that work > for me: > 1, meet 3 new people at every event > 2. never give out my card unless someone asks for it; spend more time > on them than on me > 3. follow up immediately with a personal note "nice to meet you" etc. > -- hardly anyone actually WRITES any more (you know, pen & paper -- > remember that stuff?) so it makes me stand out right away and puts a > good vibe on things. > > People don't always respond right away but I have had them come up to > me at events months later and thank me for the note and tell the person > with them how thoughtful I was, with a personal note....so it already > begins to put a good spin on things for me. > > I mentioned before that networking and relationships were the key to > most of my sales. I take Gitomer's advice to heart: help others and > they will help you. So I spend time introducing others to people I know > that they don't and making connections for others. I find that this > pays back to me because those people want to return the favor. They > will remember me and introduce me to people as they can. This is NOT an > immediate ROI. Sometimes it takes months & months before I see results. > My focus is on getting others to THINK of me and to LIKE me. > > For me this works better than leads generating groups -- people are > referring me because they really really want to and not because they > have to generate a lead that week or pay a fine!! : ) > > > 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 > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > From becky at newhavenprint.com Wed Sep 20 11:57:50 2006 From: becky at newhavenprint.com (Becky Beery) Date: Wed Sep 20 12:38:21 2006 Subject: [PrintSales] RE: Networking Groups References: <36D36EBBC6F6154EA2BBA699CC3BC02A4566DD@cirrus1.cirrusvisual.com> Message-ID: <000b01c6dccd$86696ba0$0500000a@2604936053> I agree Brandon - always take care of your customers first. Fix any problems they may have. When someone hears your name make sure its positive and not negative. I always want my customers to think of me first when a printing job comes up and I get most of my leads from word or mouth. Becky Becky Beery Sales Representative New Haven Print & Copy Phone: 260.493.3844 Fax: 260.493.3579 Website: www.newhavenprint.com Email: becky@newhavenprint.com ----- Original Message ----- From: "Brandon Blair" To: "Discussion List for Printing Sales Professionals" ; "Discussion List for Printing Sales Professionals" Sent: Wednesday, September 20, 2006 12:25 PM Subject: RE: [PrintSales] RE: Networking Groups $ $ $ + This is a PrintSales list message. + $ $ $ Hey all, I own a printing company in Tucson, AZ and originally did all the sales to get things off the ground. My brother and I now split the duties, and rely primarily on our referrals and our organization affiliations for new accounts. We have grown our sales to $1.75 Million in just over 6 years. I have tried the Chambers (we have several of them), BNI, and other networking groups, and have had some success. Our greatest successes have come from partnering with more focused trade organizations and being promoted to the membership. Examples of trade organizations that have worked for us have been the local chapter of the American Marketing Organization, a So. AZ Technology group, the Society for Technical Communicators, etc.... I often "sponsor" the organization with their promotional and printing items in exchange for advertising and more importantly the recognition at events. If you take good care of people, they tell others, and business grows! Nice to see some exchange here (out of the blue). Brandon Blair Cirrus Visual Communication -----Original Message----- From: Becky Beery [mailto:becky@newhavenprint.com] Sent: Wed 9/20/2006 8:32 AM To: Discussion List for Printing Sales Professionals Cc: Subject: Re: [PrintSales] RE: Networking Groups $ $ $ + This is a PrintSales list message. + $ $ $ Welcome Becky I'm involved with our local Chamber as well and is so so for me. I find as being a female I do not do the after hours events. I saw it as a hitting game for dates. I however have been trying to go to luncheons in my area on Mondays and Fridays - have only been doing them for a couple of months - nothing in business from these but I know it will in time. I have to give it a chance. Good luck with networking and I believe very much in the Chamber. Becky Becky Beery Sales Representative New Haven Print & Copy Phone: 260.493.3844 Fax: 260.493.3579 Website: www.newhavenprint.com Email: becky@newhavenprint.com ----- Original Message ----- From: "Hal Wendt" To: "Discussion List for Printing Sales Professionals" Sent: Wednesday, September 20, 2006 11:53 AM Subject: Re: [PrintSales] RE: Networking Groups > $ $ $ + This is a PrintSales list message. + $ $ $ > > Our BNI group (my third try) is made up mostly of home based hobby > businesses. As far as brick & mortar businesses we have a car dealer, a > cemetary, a florist and a pastry store. The rest broker insurance, make > candles, cater and sell beads (ala 1966). I get more business from the > Eagles club and the American legion than this whole group. > > > Hal Wendt > IMP Printing & Graphics Design > Southgate, Michigan USA > > > _______________________________________________ > 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 Becky at QUALITYPRINTINGONLINE.COM Wed Sep 20 13:31:14 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Wed Sep 20 13:29:41 2006 Subject: [PrintSales] Sales Growth In-Reply-To: <36D36EBBC6F6154EA2BBA699CC3BC02A4566DD@cirrus1.cirrusvisual.com> References: <36D36EBBC6F6154EA2BBA699CC3BC02A4566DD@cirrus1.cirrusvisual.com> Message-ID: Brandon, Your experience is basically my plan (in terms of your sales growth) - $1.2 million in 5 years. Can you be a bit more specific about how you achieved this and what the process was? 1. What was the sales growth each year? 2. Did you add products & services or keep selling what you have always sold? 3. If you did add, what did you add and when? 4. Did you broker out stuff that you now do in house? What stuff? 5. When did you add people, how many and where? Details, please sir, details! THANKS! 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 Sep 20, 2006, at 9:25 AM, Brandon Blair wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > Hey all, > > I own a printing company in Tucson, AZ and originally did all the > sales to get things off the ground. My brother and I now split the > duties, and rely primarily on our referrals and our organization > affiliations for new accounts. We have grown our sales to $1.75 > Million in just over 6 years. > > I have tried the Chambers (we have several of them), BNI, and other > networking groups, and have had some success. Our greatest successes > have come from partnering with more focused trade organizations and > being promoted to the membership. Examples of trade organizations > that have worked for us have been the local chapter of the American > Marketing Organization, a So. AZ Technology group, the Society for > Technical Communicators, etc.... I often "sponsor" the organization > with their promotional and printing items in exchange for advertising > and more importantly the recognition at events. If you take good > care of people, they tell others, and business grows! > > Nice to see some exchange here (out of the blue). > > Brandon Blair > Cirrus Visual Communication > > > -----Original Message----- > From: Becky Beery [mailto:becky@newhavenprint.com] > Sent: Wed 9/20/2006 8:32 AM > To: Discussion List for Printing Sales Professionals > Cc: > Subject: Re: [PrintSales] RE: Networking Groups > > $ $ $ + This is a PrintSales list message. + $ $ $ > > Welcome Becky > > I'm involved with our local Chamber as well and is so so for me. I > find as > being a female I do not do the after hours events. I saw it as a > hitting > game for dates. I however have been trying to go to luncheons in my > area on > Mondays and Fridays - have only been doing them for a couple of months > - > nothing in business from these but I know it will in time. I have to > give it > a chance. > > Good luck with networking and I believe very much in the Chamber. > > Becky > > Becky Beery > Sales Representative > New Haven Print & Copy > Phone: 260.493.3844 > Fax: 260.493.3579 > Website: www.newhavenprint.com > Email: becky@newhavenprint.com > From John at mpcny.com Wed Sep 20 13:41:06 2006 From: John at mpcny.com (John M. Henry) Date: Wed Sep 20 13:41:38 2006 Subject: [PrintSales] Sales vs, marketing References: <36D36EBBC6F6154EA2BBA699CC3BC02A4566DD@cirrus1.cirrusvisual.com> Message-ID: <003501c6dcdb$f3990c40$027ba8c0@mpc2000> I have a strong view that most printers when they talk about the need to do sales, mostly confuses marketing with sales. I will wait to read others views on what activities I call sales and what I call marketing. Tell me what you do or feel printing sales means vs. printing marketing? Can you do sales without marketing or marketing without a sales effort? I will start by saying networking is sales in my mind. 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 smc at sorrentomesa.com Wed Sep 20 14:16:09 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Wed Sep 20 14:14:30 2006 Subject: [PrintSales] Sales vs, marketing In-Reply-To: <003501c6dcdb$f3990c40$027ba8c0@mpc2000> References: <36D36EBBC6F6154EA2BBA699CC3BC02A4566DD@cirrus1.cirrusvisual.com> <003501c6dcdb$f3990c40$027ba8c0@mpc2000> Message-ID: <7.0.1.0.2.20060920111546.084a8998@sorrentomesa.com> Hey Bubba, who let you in here? S. At 10:41 AM 9/20/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >I have a strong view that most printers when they talk about the need to do >sales, mostly confuses marketing with sales. I will wait to read others >views on what activities I call sales and what I call marketing. > >Tell me what you do or feel printing sales means vs. printing marketing? > >Can you do sales without marketing or marketing without a sales effort? > >I will start by saying networking is sales in my mind. > > >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 > >_______________________________________________ >PrintSales mailing list >Post: PrintSales@printweb.org >Info: http://rb.enter.net/mailman/listinfo/printsales > > >__________ NOD32 1.1764 (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 From jhaas at haas-printing.com Wed Sep 20 14:25:41 2006 From: jhaas at haas-printing.com (Jeff Haas) Date: Wed Sep 20 14:25:57 2006 Subject: [PrintSales] Sales vs, marketing References: <36D36EBBC6F6154EA2BBA699CC3BC02A4566DD@cirrus1.cirrusvisual.com> <003501c6dcdb$f3990c40$027ba8c0@mpc2000> Message-ID: <048001c6dce2$2e356a50$4701a8c0@PC137923033428> Marketing is not sales, and vice versa. Marketing "sets the table" for sales, and it is the salesperson's responsibility to seek and close the sale. Most salespeople I know are not closers; many of them have a negative connotation of a "closer". In reality, a closer helps their clients with their needs, and doesn't try to sell them what they don't need. Marketing positions your company in the public's eye, and provides TOMA. Let's face it - people's perceptions are their realities. Until educated otherwise, we are who and what they think we are. Marketing is supposed to create a "warm" call instead of a cold call by making the public aware that we are there, and what we can do for them. Salespeople must do the "grunt" work of finding out how our capabilities fit their needs. The average person is a human truth detector; they know when we are being honest and trying to help them, and they know when we being dishonest and trying to close the sale. Instead of the "Quality/Service/Price" approach that the 80% uses, get to the top 20% by making yourself valuable and by forming a relationship. You don't sell printing; you sell solutions to their marketing problems. The other collateral (letterhead, etc.) comes from the relationship made with your client. Networking groups can be either marketing or sales; it depends upon what your goal is. It is a sales opportunity if you can get one-to-one with the people who need, want and can afford your service, and make the buying decision. It is a marketing opportunity if you are educating your customers, your potential customer or your potential "salespeople" about who you are and what your company can do. Marketing is everything about your company - how you answer the phone, what your vehicle looks like, how your delivery driver(s) are dressed, etc - that contributes to your clients and potential clients experience with your company. Jeff Haas HAAS Printing Co., Inc. 1000 Hummel Avenue Lemoyne, PA 17043 (717) 761-0277 phone (717) 761-7109 fax (717) 443-7854 cell www.haas-printing.com ----- Original Message ----- From: "John M. Henry" To: "Discussion List for Printing Sales Professionals" Sent: Wednesday, September 20, 2006 1:41 PM Subject: Re: [PrintSales] Sales vs, marketing >$ $ $ + This is a PrintSales list message. + $ $ $ > > I have a strong view that most printers when they talk about the need to > do > sales, mostly confuses marketing with sales. I will wait to read others > views on what activities I call sales and what I call marketing. > > Tell me what you do or feel printing sales means vs. printing marketing? > > Can you do sales without marketing or marketing without a sales effort? > > I will start by saying networking is sales in my mind. > > > 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 > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > > > > -- > No virus found in this incoming message. > Checked by AVG Free Edition. > Version: 7.1.405 / Virus Database: 268.12.5/451 - Release Date: 9/19/2006 > > From keli at parchmentpress.net Wed Sep 20 14:50:28 2006 From: keli at parchmentpress.net (Keli of Coxsackie) Date: Wed Sep 20 14:52:06 2006 Subject: [PrintSales] Pricing In-Reply-To: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> Message-ID: <45118D74.1040900@parchmentpress.net> okay, lets start a discussion.... Pricing - What is everyone charging for various items ? Keli Parchment Press 52 South River St Coxsackie, NY 12051 ph: 518-731-7768 fax: 518-731-7769 Ron Dobransky wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > Just Remember.............Nothing Happens Until Someone Sells Something!! > > I'd welcome some dialogue regarding Sales!!!! > > Ronald P. Dobransky, CPSS > > -----Original Message----- > From: printsales-bounces@printweb.org > [mailto:printsales-bounces@printweb.org] On Behalf Of Ron Dobransky > Sent: Tuesday, September 19, 2006 5:41 PM > To: 'Discussion List for Printing Sales Professionals' > Subject: RE: [PrintSales] Is this list active? > > > $ $ $ + This is a PrintSales list message. + $ $ $ > > > I'm here.............WAZZUP?? > > > > > VP / Sales & Marketing > Rockville Printing & Graphics > 736 Rockville Pike > Rockville, MD 20852 > rond@rockvilleprinting.com > tel: 301-251-0001, ext 103 > fax: 301-251-6156 > mobile: 301-351-5147 > > > > > > > -----Original Message----- > From: printsales-bounces@printweb.org > [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley > Sent: Tuesday, September 19, 2006 5:37 PM > To: printsales@printweb.org > Subject: [PrintSales] Is this list active? > > > $ $ $ + This is a PrintSales list message. + $ $ $ > > Hello! > > I was just wondering if there were more sales oriented people hanging > out on this list -- I haven't seen any activity but I thought I would > start up a thread if there was any interest! > > 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 > > _______________________________________________ > 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 smc at sorrentomesa.com Wed Sep 20 15:00:41 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Wed Sep 20 14:59:06 2006 Subject: [PrintSales] Pricing In-Reply-To: <45118D74.1040900@parchmentpress.net> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> Message-ID: <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> Wrong list Keli, this is a list about sales, and sales is getting the best price for your product through sales expertise and value added. Sales is not about giving it away, you can hire a gorilla to to that. Maybe you should hang out and read what comes along. S. At 11:50 AM 9/20/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >okay, lets start a discussion.... > >Pricing - What is everyone charging for various items ? > > >Keli >Parchment Press >52 South River St >Coxsackie, NY 12051 > >ph: 518-731-7768 >fax: 518-731-7769 > > > >Ron Dobransky wrote: >>$ $ $ + This is a PrintSales list message. + $ $ $ >> >>Just Remember.............Nothing Happens Until Someone Sells Something!! >> >>I'd welcome some dialogue regarding Sales!!!! >> >>Ronald P. Dobransky, CPSS >> >>-----Original Message----- >>From: printsales-bounces@printweb.org >>[mailto:printsales-bounces@printweb.org] On Behalf Of Ron Dobransky >>Sent: Tuesday, September 19, 2006 5:41 PM >>To: 'Discussion List for Printing Sales Professionals' >>Subject: RE: [PrintSales] Is this list active? >> >> >>$ $ $ + This is a PrintSales list message. + $ $ $ >> >> >>I'm here.............WAZZUP?? >> >> >> >> >>VP / Sales & Marketing >>Rockville Printing & Graphics >>736 Rockville Pike >>Rockville, MD 20852 >>rond@rockvilleprinting.com >>tel: 301-251-0001, ext 103 fax: 301-251-6156 >>mobile: 301-351-5147 >> >> >> >> >> >> >>-----Original Message----- >>From: printsales-bounces@printweb.org >>[mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley >>Sent: Tuesday, September 19, 2006 5:37 PM >>To: printsales@printweb.org >>Subject: [PrintSales] Is this list active? >> >> >>$ $ $ + This is a PrintSales list message. + $ $ $ >> >>Hello! >> >>I was just wondering if there were more sales oriented people >>hanging out on this list -- I haven't seen any activity but I >>thought I would start up a thread if there was any interest! >> >>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 >> >>_______________________________________________ >>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 > > >__________ NOD32 1.1764 (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 From LindsayH at metrowestprinting.com Wed Sep 20 15:00:55 2006 From: LindsayH at metrowestprinting.com (Lindsay Hitner) Date: Wed Sep 20 15:01:53 2006 Subject: [PrintSales] Pricing In-Reply-To: <45118D74.1040900@parchmentpress.net> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> Message-ID: <45118FE7.5030404@metrowestprinting.com> Hi, I would be interested in a discussion. Lindsay Hitner Metrowest Printing Marlborough, Ma 01752 Commercial Account Representative lindsayh@metrowestprinting.com Keli of Coxsackie wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > okay, lets start a discussion.... > > Pricing - What is everyone charging for various items ? > > > Keli > Parchment Press > 52 South River St > Coxsackie, NY 12051 > > ph: 518-731-7768 > fax: 518-731-7769 > > > > Ron Dobransky wrote: > >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> Just Remember.............Nothing Happens Until Someone Sells >> Something!! >> >> I'd welcome some dialogue regarding Sales!!!! >> >> Ronald P. Dobransky, CPSS >> -----Original Message----- >> From: printsales-bounces@printweb.org >> [mailto:printsales-bounces@printweb.org] On Behalf Of Ron Dobransky >> Sent: Tuesday, September 19, 2006 5:41 PM >> To: 'Discussion List for Printing Sales Professionals' >> Subject: RE: [PrintSales] Is this list active? >> >> >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> >> I'm here.............WAZZUP?? >> >> >> >> VP / Sales & Marketing Rockville Printing & Graphics >> 736 Rockville Pike >> Rockville, MD 20852 rond@rockvilleprinting.com tel: 301-251-0001, >> ext 103 fax: 301-251-6156 >> mobile: 301-351-5147 >> >> >> >> >> -----Original Message----- >> From: printsales-bounces@printweb.org >> [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley >> Sent: Tuesday, September 19, 2006 5:37 PM >> To: printsales@printweb.org >> Subject: [PrintSales] Is this list active? >> >> >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> Hello! >> >> I was just wondering if there were more sales oriented people hanging >> out on this list -- I haven't seen any activity but I thought I would >> start up a thread if there was any interest! >> >> 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 >> >> _______________________________________________ >> 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 LindsayH at metrowestprinting.com Wed Sep 20 15:03:38 2006 From: LindsayH at metrowestprinting.com (Lindsay Hitner) Date: Wed Sep 20 15:04:19 2006 Subject: [PrintSales] Pricing In-Reply-To: <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> Message-ID: <4511908A.9050007@metrowestprinting.com> I absolutely agree Scott!!! Sell Quality and Service and the price won't even be an issue. Make the customer feel that no matter what the cost, you are the "go to" for all of their printing needs Scott Cappel wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > > Wrong list Keli, this is a list about sales, and sales is getting the > best price for your product through sales expertise and value added. > > Sales is not about giving it away, you can hire a gorilla to to that. > > Maybe you should hang out and read what comes along. > > S. > > > > > At 11:50 AM 9/20/2006, you wrote: > >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> okay, lets start a discussion.... >> >> Pricing - What is everyone charging for various items ? >> >> >> Keli >> Parchment Press >> 52 South River St >> Coxsackie, NY 12051 >> >> ph: 518-731-7768 >> fax: 518-731-7769 >> >> >> >> Ron Dobransky wrote: >> >>> $ $ $ + This is a PrintSales list message. + $ $ $ >>> >>> Just Remember.............Nothing Happens Until Someone Sells >>> Something!! >>> >>> I'd welcome some dialogue regarding Sales!!!! >>> >>> Ronald P. Dobransky, CPSS >>> >>> -----Original Message----- >>> From: printsales-bounces@printweb.org >>> [mailto:printsales-bounces@printweb.org] On Behalf Of Ron Dobransky >>> Sent: Tuesday, September 19, 2006 5:41 PM >>> To: 'Discussion List for Printing Sales Professionals' >>> Subject: RE: [PrintSales] Is this list active? >>> >>> >>> $ $ $ + This is a PrintSales list message. + $ $ $ >>> >>> >>> I'm here.............WAZZUP?? >>> >>> >>> >>> >>> VP / Sales & Marketing >>> Rockville Printing & Graphics >>> 736 Rockville Pike >>> Rockville, MD 20852 >>> rond@rockvilleprinting.com >>> tel: 301-251-0001, ext 103 fax: 301-251-6156 >>> mobile: 301-351-5147 >>> >>> >>> >>> >>> >>> >>> -----Original Message----- >>> From: printsales-bounces@printweb.org >>> [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley >>> Sent: Tuesday, September 19, 2006 5:37 PM >>> To: printsales@printweb.org >>> Subject: [PrintSales] Is this list active? >>> >>> >>> $ $ $ + This is a PrintSales list message. + $ $ $ >>> >>> Hello! >>> >>> I was just wondering if there were more sales oriented people >>> hanging out on this list -- I haven't seen any activity but I >>> thought I would start up a thread if there was any interest! >>> >>> 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 >>> >>> _______________________________________________ >>> 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 >> >> >> __________ NOD32 1.1764 (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 > From Becky at QUALITYPRINTINGONLINE.COM Wed Sep 20 16:47:52 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Wed Sep 20 16:47:00 2006 Subject: [PrintSales] Pricing & Quotes In-Reply-To: <45118D74.1040900@parchmentpress.net> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> Message-ID: On Sep 20, 2006, at 11:50 AM, Keli of Coxsackie wrote: > okay, lets start a discussion.... > > Pricing - What is everyone charging for various items ? > > Keli > Parchment Press > 52 South River St > Coxsackie, NY 12051 If you want that kind of input, it's best to buy the Pricing Guide thru NAQP. Then you get a good mix of products that print shops do, with average & median pricing, and even market/geography input. Otherwise, what is it that you want? To know how much I charge for letterhead? for 3 part invoices? What's the point?? I don't see how we can get into that here on this list. Not really the purpose. But Bob might be willing to start a PrintPrice list, if you ask nicely. I personally don't care what others are charging in NY, TX, AR or where ever. I care about where my competitors are in pricing, what my prospects are looking for, who & how I can sell NOT based on price, etc. For the purpose of this list, we'd be better off discussing tactics for getting around pricing. But....about prices and quotes: Today I am stuck in my office due to an eye infection which keeps me from wearing my contacts and thus leaves me with very fuzzy vision. No driving if I can help it. So I'm at my desk following up on quotes, scheduling times to meet with people I've been meaning to call, writing notes & emails (probably why I can be on this list so much today!!) As I follow up on quotes, I can share a few things I've learned: 1. We still end up quoting to our clients but for the most part they are not bidding us out, they are determining cost of project and building their budget. Rarely do I "not get" these quotes -- unless they choose not to do the project. 2. Quotes from Yellow Pages, Internet, referrals, mailer -- if they don't go with us for price, I try to find out who they went with and what price difference was. I also try to follow up AFTER job is done with someone else to see if competitor met deadlines, gave good service, good quality, etc. Occasionally I find an "in" because they weren't happy and they are impressed that I continued to call. With local competitors, it also helps me gauge how my price compared to them. 3. Following up on quotes helps me determine where quotes are coming from and where we're pulling business from. We get lots of calls on direct mail from our website (we're up pretty high when they do a search for that in our local area) but I find that most people aren't serious about doing it, in terms of money to spend. Occasionally I get a client from the quotes we do, but I tend to get most repeat direct mail projects from referrals and from sales calls. I have a very very simple form I fill out that tells me who we quoted, what happened (win/lose) where the work came from, etc. I call it my Estimate Follow Up form. That way end of month I can see how we are doing with quotes. So for August, I can tell you that we did 60 quotes = 27 for existing clients (24 converted to invoices), 12 from networking or referrals (6 converted), balance from mailer, YP, website, etc. From there, I fill out a New Customer form that shows where we got work from. Usually I find networking/referrals is #1, then direct mail, Internet search, Yellow Pages, location in that order (some months vary but overall that is the usual) I have found that if I am a little bit higher with people who WANT to do business with me, they stick with me. They don't even question the price or ask me to come down. They'll say something like "XYZ was $50 cheaper but I know that I can count on you to xxx (meet deadline, give me what I want, make me happy - fill in the blank)" -- and they deal with the price thing without me having to. And that usually comes from the fact that I've been building the relationships that the previous threads on this list have discussed. THAT goes a long way to dealing with the price issue. And I choose to spend my time there so that it's easier for me to shrug and move on when I call back a quote and they went with a company that was $12 cheaper. Hope this helps! 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 premiereprint at sbcglobal.net Wed Sep 20 16:58:45 2006 From: premiereprint at sbcglobal.net (Ed) Date: Wed Sep 20 17:02:08 2006 Subject: [PrintSales] Pricing In-Reply-To: <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> Message-ID: <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> OK I'll start. I've heard a lot about "commodity " printing and Lowest price wins. I would like to submit the following. At the grocery store years ago I bought a big bag of generic fruit rings (like Fruit Loops) the bag held twice tj\he amount of cereal and cost less that 1/2 the price of "Fruit Loops". As far as I could tell they tasted the same. I can't even guess how many boxes of Fruit Loops have graced my kitchen counter since my most logical purchase, but there have been no more fruit rings. Why? Price? Nope, fruit rings were cheaper. Location? Nope, same store, same row. Usability ? Maybe, but they tasted the same to me. This is a true commodity - easily substituted on all counts, in other words "all other things being equal" and price is still not the over-riding factor. As near as I can tell packaging and image were, and yet there is a big box of "Fruit Loops" at home. What say 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 From swiftyprinting at rcn.com Wed Sep 20 17:03:26 2006 From: swiftyprinting at rcn.com (swiftyprinting@rcn.com) Date: Wed Sep 20 17:04:38 2006 Subject: [PrintSales] Who to sell to In-Reply-To: References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> Message-ID: <15B29235-F7DB-42A5-B81C-47888493ACC4@rcn.com> Most of the companies we deal with and work well with do not have a print buyer. Each department prints and orders what they need. I find hard to be able to sell to these companies because it is difficult to find the right person. Anyone have some ideas of how to first market to these companies and then how to sell and find the right contact. Chuck Pappas Arlington Swifty Printing 1386 Massachusetts Avenue Arlington, MA 02476 781-646-8700 www.arlingtonswifty.com From paul at dfwilliamson.com Wed Sep 20 17:24:46 2006 From: paul at dfwilliamson.com (Paul Marzello) Date: Wed Sep 20 17:24:48 2006 Subject: [PrintSales] Marketing Ideas In-Reply-To: Message-ID: <000001c6dcfb$333485e0$056fa8c0@PAUL> I just wanted to share my unique attempt at marketing that we have been experimenting with for the last 8 months. I have a retail store front that is located in a beautiful and historically significant building in the heart of downtown Buffalo. The store has a window that measure 12 ft. by 14 ft. and faces the interior courtyard of this building. The courtyard resembles a quaint upscale mini-mall with a hand-laid mosaic tile floor and a glass-arched ceiling. I had a projection screen custom made to fill the full size of the window and mounted a projector on the ceiling in the store which projects an image that can be seen and read by the customers out in the courtyard. I created a PowerPoint presentation that advertises our goods and services and offered to play free advertisements (in the form of PowerPoint slides) to any local non-profit organization as long as they avoided any controversial issues (i.e. no political or religious ads). Word is spreading fast and it is a great feeling to have marketing representatives calling us up and thanking us for this opportunity to promote their organizations for free. As my relationship with these contacts has grown, so have new and exciting printing orders. Funny how that works. I hope this may stir some creative marketing juices in others as well. It has proven to be a win-win for us. Paul D.F.Williamson Co. Inc. Business Printers & Legal Publishers Legal & Corporate Stationery 295 Main Street, Suite 116 Buffalo, New York 14203 (716) 852-0026 Paul J. Marzello Sr. Managing Partner From russ at mobile-print.com Wed Sep 20 17:37:45 2006 From: russ at mobile-print.com (Russ Peters) Date: Wed Sep 20 17:40:59 2006 Subject: [PrintSales] Pricing In-Reply-To: <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> Message-ID: <4511B4A9.2060902@mobile-print.com> > This is a true commodity - easily substituted on all counts, in other > words "all other things being equal" and price is still not the > over-riding factor. As near as I can tell packaging and image were, > and yet there is a big box of "Fruit Loops" at home. > > What say you? Not in my house! We have those cheapo cereals that come in a plastic bag. We buy 'Crispie Rice Treats' rather than 'Rice Crispy Treats'. I buy meat in bulk and repackage & freeze. I buy off-brand prepackaged lunchmeats for $1.00 a package. I shop at the Outlet Stores - Hostess, Brownberry, etc. I buy Aldi brand on many items. I clip and use coupons. Yes, I'm cheap when it comes to food, especially everyday food items. I'll buy 'better' brands for special occasions. But then, these ARE commodity items that are used everyday. One brand is interchangeable with another and they are all easily available. Customer service is equivalent everywhere. It's like us buying press wash or cotton pads - as long as they do the job, we buy the cheapest. Custom items are a different story. I outsource to vendors whom I trust and who have a proven track record, rather than the cheapest. I've only bought one car brand new & I'll never do it again. I felt cheated & ripped off soon after I took delivery (I was 19 and didn't know better!). Used cars are a much better value, as far as I'm concerned. My father-in-law, hovever, would never touch a used car. But then he makes big bucks and dosen't have the kind of bills I do... I guess there's a place for cheapo commodity items and a place for higher end products. -- Russ Peters *MOBILE PRINT, INC.* 201 W. Central Road ? Mount Prospect, IL 60056 Phone 847-398-6155 ? Fax 847-398-0788 www.mobile-print.com From Becky at QUALITYPRINTINGONLINE.COM Wed Sep 20 17:43:04 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Wed Sep 20 17:41:39 2006 Subject: [PrintSales] Pricing In-Reply-To: <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> Message-ID: <175634f7247943a01d92cf05d98cd4f9@QUALITYPRINTINGONLINE.COM> On Sep 20, 2006, at 1:58 PM, Ed wrote: > and yet there is a big box of "Fruit Loops" at home. Easy answer: You go with what you are comfortable with. For printing that translates to: (As I stated in previous posts) -- you work with who you like and are comfortable with. There's no big mystery here. My grandfather (bless his heart, rest his soul) used to buy really cheap icky jam for, like, a buck. Mostly sugar and water. Should be embarrassed to call itself jam! I shell out bucks for Smuckers Real Fruit Spread, Blueberry. Something about getting my fruit serving and antioxidants. Gramps would roll his eyes, sigh, and lecture me about wasting money. I didn't try to convince him otherwise...and I never ate his icky "jam" Realize some will buy on price. Ignore them. Go after those who don't; who will benefit from their relationship with you, and build that relationship. Or sell a solution. Or fix their problem. Or save them money. Or help them build their own sales. Or add to their bottom line. Whatever it is you need to do, do that. I was SOOOOOOO hoping that PrintSales list would NOT FOCUS ON PRICE!!! Arrggghhhh..... 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 premiereprint at sbcglobal.net Wed Sep 20 18:06:06 2006 From: premiereprint at sbcglobal.net (Ed) Date: Wed Sep 20 18:09:15 2006 Subject: [PrintSales] Pricing In-Reply-To: <4511B4A9.2060902@mobile-print.com> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> <4511B4A9.2060902@mobile-print.com> Message-ID: My point, although I most likely expressed it poorly, I can think of few items that are more of an commodity than Fruit Loops. and even there where you can achieve a close approximation of "all things being equal" my wife picks the higher priced item. Image and packaging count, and sometimes more than price. On Sep 20, 2006, at 4:37 PM, Russ Peters wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > >> This is a true commodity - easily substituted on all counts, in other >> words "all other things being equal" and price is still not the >> over-riding factor. As near as I can tell packaging and image were, >> and yet there is a big box of "Fruit Loops" at home. >> >> What say you? > > > Not in my house! We have those cheapo cereals that come in a > plastic bag. We buy 'Crispie Rice Treats' rather than 'Rice Crispy > Treats'. I buy meat in bulk and repackage & freeze. I buy off-brand > prepackaged lunchmeats for $1.00 a package. I shop at the Outlet > Stores - Hostess, Brownberry, etc. I buy Aldi brand on many items. I > clip and use coupons. Yes, I'm cheap when it comes to food, especially > everyday food items. I'll buy 'better' brands for special occasions. > > But then, these ARE commodity items that are used everyday. One brand > is interchangeable with another and they are all easily available. > Customer service is equivalent everywhere. It's like us buying press > wash or cotton pads - as long as they do the job, we buy the cheapest. > > Custom items are a different story. I outsource to vendors whom I > trust and who have a proven track record, rather than the cheapest. > > I've only bought one car brand new & I'll never do it again. I felt > cheated & ripped off soon after I took delivery (I was 19 and didn't > know better!). Used cars are a much better value, as far as I'm > concerned. My father-in-law, hovever, would never touch a used car. > But then he makes big bucks and dosen't have the kind of bills I do... > > I guess there's a place for cheapo commodity items and a place for > higher end products. > > Russ Peters Ed Ferguson Premiere Business Printing & Graphics 1144 West Main Street Arlington, TX 76013 (817) 277-2212 - Phone (817) 861-3936 - Fax Premiere@flash.net From smc at sorrentomesa.com Wed Sep 20 18:34:41 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Wed Sep 20 18:32:51 2006 Subject: [PrintSales] Intro In-Reply-To: <175634f7247943a01d92cf05d98cd4f9@QUALITYPRINTINGONLINE.COM > References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> <175634f7247943a01d92cf05d98cd4f9@QUALITYPRINTINGONLINE.COM> Message-ID: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> I usually don't do intros, but I consider this list a bit special because its suddenly come to life, and its about what I do every day. I'm a selling owner. I've never hired a salesperson, and I'm not sure I ever want to. I'm very close to a million in sales and I seem to be handling this level quite well. My company's client base is about 99% corporate accounts. We gave up on walk in business our second year (1988) and have always been located in a commercial business park until last year when we bought a building, also in a commercial business park. We also ran a yellow page add in year 1 and that then stopped and never did another one. My company runs on its own because of a core of well trained, highly experienced veterans whom I pay very well and they have a pact to "grow old together". But its not a family, at the end of the day, they go there way, and I go mine. Its a wonderful formula. I can go away for two week vacations and not even talk to them until I get back. Under this structure it allows me to really focus on sales and not worry about day to day operations. I am Adobe trained and could easily teach a class on any part of CS2 or Quark 7 or any other DTP or Microsoft operational software, I also do all of my IT (ecommerce servers, routers, network, servers, workstations, software) etc. But the majority of my time is spent where I make the most money, and that is in client development and the sales process. I'm very big into time management, and contact management software (GoldMine) because these tools help me stay organized. Motivation is not a problem for me. We all go through slumps here and there, but mine seem to be short lived because I keep my eye on the goal, and that is to grow. I have no clients that buy on price, all on what we can do for them. Examples of some of my clients: http://www.nanogen.com http://www.acadia-pharm.com http://www.avanir.com/ http://www.cardiumthx.com http://www.diversa.com http://www.elgar.com http://www.forwardventures.com Over 200 accounts currently, all corporate and all requiring a high level of support and expertise, which is my mission to provide. I don't do BNI, or Chamber meetings, or any of the usual methods. Sources of my new accounts in order: Personal Referrals Website Telemarketing. I locate companies that I think would be a good fit, call em on the phone and get an appointment. This is supposed to be an intro, I have a lot to say, and that will come later. For now, if you're in sales, my personal hero has written a book. Its less than $20, you should read it too. http://www.wendyweiss.com/sales_training_tools.html#ccwomen Also, to echo Becky, anything by Gitomer more later. S. 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 Wed Sep 20 19:25:35 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Wed Sep 20 19:23:51 2006 Subject: [PrintSales] Why this list is needed In-Reply-To: <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com> <0c046a07c96d142c7171033f11b3ad28@sbcglobal.net> <175634f7247943a01d92cf05d98cd4f9@QUALITYPRINTINGONLINE.COM> <7.0.1.0.2.20060920145316.05d523d0@sorrentomesa.com> Message-ID: <486fff91d03b916a3d3e923f4f584a9b@QUALITYPRINTINGONLINE.COM> On Sep 20, 2006, at 3:34 PM, Scott Cappel wrote: > but I consider this list a bit special because its suddenly come to > life, and its about what I do every day. I think this list can be very special. I recently read an excerpt from a book that NAPL sent to all NAQP members as an added benefit. I think the book is called Selling Profitability in one Year or something like that. Anyway, it stated in the opening chapter [paraphrased]: "Sales is the only job where you are paid to be rejected regularly. It takes a special person to do sales and even the best can get down at times due to the nature of the job. That's when a "recharging" is needed. A salesperson is like a battery that is constantly sending out its energy...and then it needs to be recharged." I know this feeling. I love what I do in sales & marketing but sometimes I need to vent or to share or just recharge with other people who "get it." That's what I'm hoping this list will do. Thanks for those who are participating or will be soon who want it to be the same. 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 sales at franklinsprinting.us Wed Sep 20 20:15:02 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Wed Sep 20 20:15:37 2006 Subject: [PrintSales] Contact Management Message-ID: <7F892F8A-5D3B-4617-8CBE-3B12041F9DE8@franklinsprinting.us> 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 From harold at sprintprinting.on.ca Wed Sep 20 23:24:30 2006 From: harold at sprintprinting.on.ca (Harold Noseworthy) Date: Wed Sep 20 23:20:24 2006 Subject: [PrintSales] Who to sell to References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11><45118D74.1040900@parchmentpress.net> <15B29235-F7DB-42A5-B81C-47888493ACC4@rcn.com> Message-ID: <026d01c6dd2d$74acb420$6400a8c0@userk96wsjsxek> > I find > hard to be able to sell to these companies because it is difficult to > find the right person. Anyone have some ideas of how to first market > to these companies and then how to sell and find the right contact. > > Chuck Pappas > Arlington Swifty Printing I have this problem with car dealerships. I deal with purchasing department which represents about 25% of what they purchase. After getting a few out of the blue phone calls from somebody in the office looking for printing I realized these people never meet face to face (setting up an appointment would be fruitless), they are overworked-underpaid and just need some of those dang parts order forms cuz they ran out and enough of these people can add up to some good sales. Two things that I have done that got my foot in the door in the 2 biggest dealerships were: (1) I offered to print up a FREE monthly company newsletter. One dealership has 120 employees the other has 80. This is such a small copy job it is so easy to do but the goodwill and foot in the door goes a long way. Customer lays out in Publisher and emails it as a pack and go. After about a year I stepped it up and offered to preprint mastheads then imprint monthly. All that I asked is that I can place my ad in it. My ad never mentions any sales or promotions as that would be tacky and saleslike. I just want it to look like everybody else knows I am doing the dealership printing, how come you don't. I now get calls from other people in the dealership cuz they know I am "the printer". (2) One year at Xmas I asked the secretary (never overlook them they run most businesses) for a list of all employees so I can give them a personilzed gift. I then printed up notepads with their names on them. I have note pad shells that have my company logo on the bottom that we keep in stock (all new customers or orders over $500 get company name laser imprinted on shells and a few pads of 50 go out with job). I used these shells and imprinted all the names on it and delivered it to secretary. Now a good handfull of these people past the iron gate of purchasing or the secretary call me direct and now have a relationship with me. Just a thought. See if it works for you. Harold Noseworthy - (???) SPRINT PRINTING we want your business and are not afraid to admit it! --------------------------------------------------- 13-431 Huronia Rd., Barrie, ON Canada Tel: (705)737-2662 Fax: (705)734-1567 mailto:harold@sprintprinting.on.ca http://www.sprintprinting.on.ca mail@sprintprinting.on.ca From smc at sorrentomesa.com Thu Sep 21 10:29:43 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Thu Sep 21 10:28:22 2006 Subject: [PrintSales] Contact Management In-Reply-To: <7F892F8A-5D3B-4617-8CBE-3B12041F9DE8@franklinsprinting.us> References: <7F892F8A-5D3B-4617-8CBE-3B12041F9DE8@franklinsprinting.us> Message-ID: <7.0.1.0.2.20060921071254.05bea420@sorrentomesa.com> 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 From sales at franklinsprinting.us Thu Sep 21 11:22:42 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Thu Sep 21 11:24:15 2006 Subject: [PrintSales] Contact Management In-Reply-To: <7.0.1.0.2.20060921071254.05bea420@sorrentomesa.com> References: <7F892F8A-5D3B-4617-8CBE-3B12041F9DE8@franklinsprinting.us> <7.0.1.0.2.20060921071254.05bea420@sorrentomesa.com> Message-ID: <9F2E9CB5-613A-4FBD-A904-7039433B0B6B@franklinsprinting.us> 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 > From kk1127 at mindspring.com Thu Sep 21 11:29:07 2006 From: kk1127 at mindspring.com (John Hughes) Date: Thu Sep 21 11:31:42 2006 Subject: [PrintSales] Pricing References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <7.0.1.0.2.20060920115842.084aec28@sorrentomesa.com><0c046a07c96d142c7171033f11b3ad28@sbcglobal.net><4511B4A9.2060902@mobile-print.com> Message-ID: <09b701c6dd92$aed4c060$6601a8c0@JOHNSNOTEBOOK> Following on Scott's comments, we are not in the commodity business (maybe for copies). Almost everything we do involves custom designed and manufactured items. That is what we should be selling to our customers. John Hughes Kwik Kopy Printing Marietta, GA kk1127@mindspring.com ----- Original Message ----- From: "Ed" To: "Discussion List for Printing Sales Professionals" Sent: Wednesday, September 20, 2006 6:06 PM Subject: Re: [PrintSales] Pricing >$ $ $ + This is a PrintSales list message. + $ $ $ > > My point, although I most likely expressed it poorly, I can think of > few items that are more of an commodity than Fruit Loops. and even > there where you can achieve a close approximation of "all things > being equal" my wife picks the higher priced item. Image and > packaging count, and sometimes more than price. > On Sep 20, 2006, at 4:37 PM, Russ Peters wrote: > From richard at weprintcary.com Thu Sep 21 11:32:13 2006 From: richard at weprintcary.com (Richard Cobb) Date: Thu Sep 21 11:33:43 2006 Subject: [PrintSales] Contact Management In-Reply-To: <9F2E9CB5-613A-4FBD-A904-7039433B0B6B@franklinsprinting.us> References: <7F892F8A-5D3B-4617-8CBE-3B12041F9DE8@franklinsprinting.us> <7.0.1.0.2.20060921071254.05bea420@sorrentomesa.com> <9F2E9CB5-613A-4FBD-A904-7039433B0B6B@franklinsprinting.us> Message-ID: <4512B07D.8060802@weprintcary.com> 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 > > > From John at mpcny.com Thu Sep 21 11:42:11 2006 From: John at mpcny.com (John M. Henry) Date: Thu Sep 21 11:42:45 2006 Subject: [PrintSales] Contact Management References: <7F892F8A-5D3B-4617-8CBE-3B12041F9DE8@franklinsprinting.us> <7.0.1.0.2.20060921071254.05bea420@sorrentomesa.com><9F2E9CB5-613A-4FBD-A904-7039433B0B6B@franklinsprinting.us> <4512B07D.8060802@weprintcary.com> Message-ID: <001e01c6dd94$81374860$027ba8c0@mpc2000> 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 From smc at sorrentomesa.com Thu Sep 21 14:50:36 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Thu Sep 21 14:49:05 2006 Subject: [PrintSales] Contact Management In-Reply-To: <4512B07D.8060802@weprintcary.com> References: <7F892F8A-5D3B-4617-8CBE-3B12041F9DE8@franklinsprinting.us> <7.0.1.0.2.20060921071254.05bea420@sorrentomesa.com> <9F2E9CB5-613A-4FBD-A904-7039433B0B6B@franklinsprinting.us> <4512B07D.8060802@weprintcary.com> Message-ID: <7.0.1.0.2.20060921113444.04d46b98@sorrentomesa.com> Act was designed for an individual salesperson who wants his own database. It is although very limited in what it can do as compared to other choices. GoldMine was designed from a collaborative perspective so a sales manager can manage a group of salespeople, or in my case, other staffers can see what I'm up to and schedule my time with others accordingly. Comparing Act to GoldMine is not fair to Act because they are not in the same league in capabilities, but they are both very easy to use. My style is to research the crap out of things, and then when I've narrowed down the choices, ask people who are actually using what I intend to buy what they think..... to get a real world appraisal on how it actually works. This might be a useful to glance through: http://tinyurl.com/fmysl AS far as $200 a seat being to "pricey", I find that perspective a bit short sighted. CRM or Contact Management Software is so powerful that that's the last place you want to be cheap. Its my opinion that GoldMine is to Sales what Printers Plan is so shop management. Mission Critical. S. At 08:32 AM 9/21/2006, you wrote: >$ $ $ + 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 > > >__________ NOD32 1.1766 (20060921) 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 smc at sorrentomesa.com Thu Sep 21 15:20:55 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Thu Sep 21 15:19:17 2006 Subject: [PrintSales] Who to sell to In-Reply-To: <15B29235-F7DB-42A5-B81C-47888493ACC4@rcn.com> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <15B29235-F7DB-42A5-B81C-47888493ACC4@rcn.com> Message-ID: <7.0.1.0.2.20060921121208.05d5bfe8@sorrentomesa.com> This may sound oversimplistic, but I don't necessarily market to them, I call them. Asking questions whether on the phone or in person is the fastest way to get to the answers you want. If you get a receptionist that is not helpful, go to their website and research any contacts that appear. HR or IR contacts are a place to start. The goal is to get an appointment, and then when you're talking in person you can explore with your prospect other people within the organization that might be helped by what you have to offer. It is rare these cays to find a printing buyer "Czar" within an organization. Now that technology has made us so much more efficient (haha) people take on multiple roles of responsibility and that equates to multiple contacts who all have print procurement as one of their many tasks. Once an opportunity to work with a new client presents itself, maintain the goal of meeting and securing relationships with as many people as possible, the higher up the organization the better. Any relationship you can form with a C level executive makes the account almost bulletproof as long as your company's performance stays strong. S. At 02:03 PM 9/20/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >Most of the companies we deal with and work well with do not have a >print buyer. Each department prints and orders what they need. I find >hard to be able to sell to these companies because it is difficult to >find the right person. Anyone have some ideas of how to first market >to these companies and then how to sell and find the right contact. > > >Chuck Pappas >Arlington Swifty Printing >1386 Massachusetts Avenue >Arlington, MA 02476 >781-646-8700 >www.arlingtonswifty.com >_______________________________________________ >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 From sandra at imageproprinting.com Thu Sep 21 17:32:37 2006 From: sandra at imageproprinting.com (Sandra) Date: Thu Sep 21 17:33:22 2006 Subject: [PrintSales] Is this list active? In-Reply-To: Message-ID: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> Hello Becky, I would also be interested. sandra-leah Image Pro Printing 260 North Road Poughkeepsie, NY 12601 845 471 4838 "Imagine what we can do for you" -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Randy McConnell Sent: Tuesday, September 19, 2006 5:42 PM To: 'Discussion List for Printing Sales Professionals' Subject: RE: [PrintSales] Is this list active? $ $ $ + This is a PrintSales list message. + $ $ $ Hello Becky I would be interested Randy McConnell Action Printing 1429 W. Main Oklahoma City, Oklahoma 73106 405-235-5956 Fax 405-235-5961 randy@actionprintingokc.com www.actionprintingokc.com -----Original Message----- From: printsales-bounces@printweb.org [mailto:printsales-bounces@printweb.org] On Behalf Of Becky Whatley Sent: Tuesday, September 19, 2006 3:37 PM To: printsales@printweb.org Subject: [PrintSales] Is this list active? $ $ $ + This is a PrintSales list message. + $ $ $ Hello! I was just wondering if there were more sales oriented people hanging out on this list -- I haven't seen any activity but I thought I would start up a thread if there was any interest! 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 _______________________________________________ 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 russ at mobile-print.com Thu Sep 21 17:53:52 2006 From: russ at mobile-print.com (Russ Peters) Date: Thu Sep 21 17:56:57 2006 Subject: [PrintSales] Marketing Program In-Reply-To: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> Message-ID: <451309F0.4090207@mobile-print.com> Okay, I'm glad this list is getting active again and so I'll pose some questions... How do you handle your marketing? (not sales per se, but the marketing to backup sales efforts) Do you have an annual plan, with dates for everything, or do you just 'do stuff when there's time'? What forms of contact do you use and why? Direct Mail Newspaper Yellow Pages Ad books Radio Cable/Satellite TV Etc. How often? Do you have a specific budget and if so, how do you determine it? Do you create a consistant theme for the campaign? Do you advertise prices or specials? Just a few thoughts to chew on... -- Russ Peters *MOBILE PRINT, INC.* 201 W. Central Road ? Mount Prospect, IL 60056 Phone 847-398-6155 ? Fax 847-398-0788 www.mobile-print.com From Becky at QUALITYPRINTINGONLINE.COM Thu Sep 21 21:03:03 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Thu Sep 21 21:01:36 2006 Subject: [PrintSales] Who to sell to In-Reply-To: <7.0.1.0.2.20060921121208.05d5bfe8@sorrentomesa.com> References: <01b801c6dc34$fe62b650$5a96a8c0@Sales11> <45118D74.1040900@parchmentpress.net> <15B29235-F7DB-42A5-B81C-47888493ACC4@rcn.com> <7.0.1.0.2.20060921121208.05d5bfe8@sorrentomesa.com> Message-ID: <58db888dc8e628ea31cb31d022ce8ddc@QUALITYPRINTINGONLINE.COM> This thread deals with what John Henry brought up earlier -- what do we think of as marketing & what do we think of as sales -- and also what Russ brought up about having a marketing plan. Here's my opinion, FWIW: I think that as printers we are OBLIGATED to use our own media as a marketing tool. I think we owe it to ourselves to put out a variety of marketing pieces -- especially direct mail -- that is professional, high quality, colorful and impressive. Marketing help achieve TOMA (Top of Mind Awareness - for those who don't live & breathe the marketing world) as Jeff mentioned in his post earlier. I don't know necessarily that it hits TOMA but there will be some glimmer of recognition when you introduce yourself (thru a phone call or face to face meeting) if you have been sending some type of marketing piece that identifies your company. The marketing plan can be fairly comprehensive, touching on all the things that Russ mentioned. Good places to start for ideas are any in the Guerilla Marketing series. I advocate using a variety of different things -- you have to choose based on your target audience and the venues & media available to you. But once that's done, marketing can only go so far. And I think that is what Scott is saying. Then you gotta get out and sell. But it's really not that hard. I really like Dave Fellman's approach to "pipeline" sales -- you keep a bunch of people in your pipeline, those you are working on, doing the first step of research to determine if they can move from "suspect" to "prospect" [I encourage you to check out Dave's website and download articles] 1. do they buy the kind of printing you sell 2. are they open to talking to you about printing Then you start a campaign to get into those prospects. Scott's idea about websites is great; Bill Farquharson has a great DVD that shows a step by step strategy to get info on prospects and get into see them; check out classified ads to see who is hiring, check out circulars or ads in the local newspaper to see who is already marketing, collect (and have all employees collect) the advertising mail they receive. Then move on it! I think the biggest fallacy printers hold on to is that there is some magic direct mail piece that will have hordes of buyers picking up the phone to call & place orders. It ain't gonna happen that way. Sales is a long & drawn out process and you hit the steps over & over until you get in, or you get booted. Want some impressive results? Figure out a list of 25 companies that you want to do business with, do your homework on them, get the information you need, and start your sales assault. Send an intro letter; seek them out at mixers or events and sit with them and chat; send a cartoon / newspaper clip / article from magazine with a personal note; invite them to meetings or events and offer to pay; send a Halloween card cuz no one else does. Don't do mass mailings. Do individual personalized mailings. I guarantee that if you stay with it, if you choose the right targets (i.e. they buy your kind of printing and they could move printers - owner's brother doesn't own printing company!) you will turn some of those prospects into customers. And if you continue doing this you will build your customer base. Don't waste this strategy on small potatoes. Figure out your dollar figure, and what would get you there (i.e. type of printing), and WHO can get you there. For instance, monthly newsletters. If you make a list of 10 organizations that do monthly newsletters and work on adding them to your client base, it will make a difference. And don't be afraid of the phone. I have a simple call sheet I use. One column has Contact info, next column has "What I say" next column "what they said" and last column is "What to do next" Pick 10 to call a day -- figure out why you are calling each one (can be different reason for each) -- make the call, do your thing, write down what they say -- were you inviting them to event? were you trying to find out if they are the marketing person? were you trying to find out if they use direct mail to market? -- and then do whatever you determine the next step is (send follow up note, send quote, wait, remove from list) My last thought before I head home: I use a monthly newsletter from Mike Stevens. We print about 1200 in full color. I mail about 200 to current customers (sometimes with mail merge letter, sometimes with generic letter), 800 to prospects (same letter approach, different content) and about 200 to particular Chamber members from a list I just purchased. I do very very soft sell in the letter -- usually along the lines of "check out the coupon on the back page..." or "the article on page one discusses how effective a newsletter can be - if you've considered doing one for your company but weren't sure how to start, give me a call. I'm here to help." It generates goodwill because the newsletter is fun to read and not intrusive. It lets people know what I do in a very easy & convenient way. It personalizes my relationship with them. I write in a folksy tone and I sign only my first name. It comes every month and it's not too expensive so it's a good way of building TOMA. I can use it as an opening "you know, Bill, I've been sending you my newsletter for quite awhile but we've never actually talked before. I was wondering..." OR "Hi! I'm trying to update my mailing list. I send out a free fun newsletter and I've been sending it to Mary. Is she still the Director of Marketing? No, hmm, who took her place? Thanks! Hey, this newsletter has information on marketing (graphic design, advertising), is there anyone else who might read it?" The #1 thing is -- you have got to dedicate some real time to doing this type of sales. It's not just "design a marketing piece and get it into the mail." But it will pay off big time if you do it and stick to it. Good luck! 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 Sep 21, 2006, at 12:20 PM, Scott Cappel wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > > This may sound oversimplistic, but I don't necessarily market to them, > I call them. Asking questions whether on the phone or in person is the > fastest way to get to the answers you want. If you get a receptionist > that is not helpful, go to their website and research any contacts > that appear. HR or IR contacts are a place to start. The goal is to > get an appointment, and then when you're talking in person you can > explore with your prospect other people within the organization that > might be helped by what you have to offer. > > It is rare these cays to find a printing buyer "Czar" within an > organization. Now that technology has made us so much more efficient > (haha) people take on multiple roles of responsibility and that > equates to multiple contacts who all have print procurement as one of > their many tasks. > > Once an opportunity to work with a new client presents itself, > maintain the goal of meeting and securing relationships with as many > people as possible, the higher up the organization the better. Any > relationship you can form with a C level executive makes the account > almost bulletproof as long as your company's performance stays strong. > > S. > > > > At 02:03 PM 9/20/2006, you wrote: >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> Most of the companies we deal with and work well with do not have a >> print buyer. Each department prints and orders what they need. I find >> hard to be able to sell to these companies because it is difficult to >> find the right person. Anyone have some ideas of how to first market >> to these companies and then how to sell and find the right contact. >> >> >> Chuck Pappas >> Arlington Swifty Printing >> 1386 Massachusetts Avenue >> Arlington, MA 02476 >> 781-646-8700 >> www.arlingtonswifty.com >> _______________________________________________ >> 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 > From grahams at pris.ca Fri Sep 22 02:01:15 2006 From: grahams at pris.ca (grahams@pris.ca) Date: Fri Sep 22 02:01:49 2006 Subject: [PrintSales] Marketing Program References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> Message-ID: <105401c6de0c$8883ca30$0501a8c0@FAMILY> Interesting question, marketing. Here the phone directories have diluted to at least 3 books. Up till now I have had a larger Yellow page ad but this year am cutting that to the smallest display ad. Yellow pages also mentioned their internet directory ads to me but I think most people are using Google. With that in mind where on Google do you fit in typing in your town name and printer printers printing print Unfortunately I only hit top of list on one of the above 4 and I still need to check on copy copies and several more. I need to work on that or start buying google keywords to get there. If I include the above plus my town and towns in my area I won't be competing with your listings. However better is to try and get in googles regular search, I know some programs used to be available to help on that issue, were any good at all? By the way I forget where I signed up for this list in case someone can remind me, nice to see somone resurect it. Ken Graham CommunityPrinters.com Dawson Creek BC Canada 250-782-7108 From smc at sorrentomesa.com Fri Sep 22 10:19:25 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Fri Sep 22 10:17:49 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <105401c6de0c$8883ca30$0501a8c0@FAMILY> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> Message-ID: <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> Look folks. I don't mean to be a jerk here, but this is not a list about marketing, its a list about sales, about face time about the thing that most owners are chicken to do. There is a list for marketing printowners that is over on yahoo. printersmarketing@yahoo.com started by people you already know form other lists. Its been quiet lately so if you take your posts over there it you might light it up a bit. Please, if you want to talk about marketing, go over there. This list is for the warriors that put in on the line everyday. Its about SALES. You know prospecting and generating leads and calling on the phone, and seeing people face to face and asking for their business. Its an entirely different discipline with a different set of rules. If you can't parse the difference between sales and marketing than just lurk and maybe learn the difference. Don't be offended OK, but if you are....... you don't belong here anyway cause your hide ain't tough enough. S. At 11:01 PM 9/21/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >Interesting question, marketing. > >Here the phone directories have diluted to at least 3 books. Up till >now I have had a larger Yellow page ad but this year am cutting that >to the smallest display ad. > >Yellow pages also mentioned their internet directory ads to me but I >think most people are using Google. > >With that in mind where on Google do you fit in typing in your town name and > >printer >printers >printing >print > >Unfortunately I only hit top of list on one of the above 4 and I >still need to check on copy copies and several more. > >I need to work on that or start buying google keywords to get there. >If I include the above plus my town and towns in my area I won't be >competing with your listings. > >However better is to try and get in googles regular search, I know >some programs used to be available to help on that issue, were any good at all? > >By the way I forget where I signed up for this list in case someone >can remind me, nice to see somone resurect it. > >Ken Graham >CommunityPrinters.com >Dawson Creek BC Canada >250-782-7108 > >_______________________________________________ >PrintSales mailing list >Post: PrintSales@printweb.org >Info: http://rb.enter.net/mailman/listinfo/printsales > > >__________ NOD32 1.1768 (20060922) 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 John at mpcny.com Fri Sep 22 10:22:43 2006 From: John at mpcny.com (John M. Henry) Date: Fri Sep 22 10:23:44 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr><451309F0.4090207@mobile-print.com><105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> Message-ID: <000901c6de52$91b6aaf0$027ba8c0@mpc2000> I have to agree with S, we can all talk marketing and cute ideas on the other lists. This one is for sales. 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 premiereprint at sbcglobal.net Fri Sep 22 11:17:52 2006 From: premiereprint at sbcglobal.net (Ed) Date: Fri Sep 22 11:21:06 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> Message-ID: <506de9926ba79d654a966c26af378606@sbcglobal.net> 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 From csmith at colorondemand.com Fri Sep 22 13:20:12 2006 From: csmith at colorondemand.com (Clifford Smith User) Date: Fri Sep 22 13:21:52 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <506de9926ba79d654a966c26af378606@sbcglobal.net> Message-ID: After many, many months of complete silence, I was thrilled to see a little action on this list!. Most enjoyable were the ones I would have labeled the "marketing posts". I am afraid Scott's rude, selfish and closed-minded comments will return this list back to mum. For my part, as top salesman for my company, marketing is VERY MUCH a part of sales. Keep the marketing posts coming. They were informative exciting and refreshing. Sincerely, Clifford "Biff" Smith ColorOnDemand.com 3100 South Blvd. Charlotte, NC 28209 From swiftyprinting at rcn.com Fri Sep 22 13:43:00 2006 From: swiftyprinting at rcn.com (swiftyprinting@rcn.com) Date: Fri Sep 22 13:45:53 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: References: Message-ID: <2A0E49C2-A8AA-4641-BA9B-078A537023F4@rcn.com> On Sep 22, 2006, at 1:20 PM, Clifford Smith User wrote: > closed-minded > comments will return this list back to mum. For my part, as top > salesman for > my company, marketing is VERY MUCH a part of sales. Keep the > marketing posts > coming. They were informative exciting and refreshing. There is a fine line between marketing and sales. A general campaign of advertising (print, mail, yellow pages, tv radio) are marketing to drive sales but they are not selling. That is marketing. However using a piece to directly sell is still marketing but it is also sales. However there is marketing that is specifically meant for selling. This type of marketing's only purpose is to sell something specific and on the spot. That is sales. Classifying it is difficult, not discussing it would be a mistake. Because learning the difference will help someone with selling. Selling is also based on a personality. The personality of the company and the salesperson, therefore what one specific may work for one person and company may not work for another. However the theory of selling is not based on the personality and is a constant. I think that is the point I have taken from the discussion rather then tone.. However as a sales list I see the need of how to make contacts, handling contacts and how to close (I prefer the word close than how to sell) as more important than marketing. But there are times the two need to be discussed because their paths will cross. So I hope to be out "clossing" more frequently with knowledge gained from the list. Chuck Pappas Arlington Swifty Printing 1386 Massachusetts Avenue Arlington, MA 02476 781-646-8700 www.arlingtonswifty.com From Becky at QUALITYPRINTINGONLINE.COM Fri Sep 22 13:52:16 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Fri Sep 22 13:51:23 2006 Subject: [PrintSales] Re: Face Time Questions In-Reply-To: <506de9926ba79d654a966c26af378606@sbcglobal.net> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> <506de9926ba79d654a966c26af378606@sbcglobal.net> Message-ID: <2ae5c51ad0f3a7a216a77d1080beb94c@QUALITYPRINTINGONLINE.COM> On Sep 22, 2006, at 8:17 AM, Ed wrote: > How is your current printer failing you? Better to ask about goals, what they are trying to achieve -- really depends on why you are seeing this person (marketing pieces, direct mail, stationery?) and then ask about frustrations 1. How is that working for you? 2. What would you do different? 3. What's the most difficult thing about xxx (sending out a newsletter, updating brochures, etc) I'm sure you've heard it before -- it's about finding the pain. Unless you know for a fact that the current printer IS failing them (i.e. they called you and said "I'm looking for a new printer, my current one is failing me") I think it's better NOT to ask that. It's somewhat close to knocking the competition. Other questions will get you clear answers and point out places they might not even know they have problems. To me, face time is about finding out about them. But you better go in armed with some info. Don't go into the appt blind, not knowing SOMETHING about your prospect. You know what else I think is important? Finding a way to make a personal connection with the person you are talking to. I don't think you can go in armed with a personal survey but you ought to figure out a way to make a personal connection with the prospect and build that relationship. Golf knick knacks on the desk -- there's an obvious one. Pics of dog, kids, boat...whatever. Find a way to get a bit of personal info and find a way to use it. Find out they like sailing? -- send an article from a sports magazine about this. Golf?.....next time ask them if they had a chance to play this past weekend and how did they do. You're know where I'm going with this -- finding out about the person who orders is as important as finding out about the company they work for. And that means finding out if personal chit chat bothers them! What I have consistently found is that even if I am not making an actual sales call, I am layering the way to getting the work eventually. I can't tell you the number of times recently that I have had someone call me out of the blue to send me a printing order or ask me to quote on something they are going to have printed or ask me to come meet with them about marketing from someone I have known for a year or more. It's gratifying to go out on a real sales call and get the order but it's REALLY fun to have someone you don't expect call you up and send you an order!! Do you garden? It's like planting the bulbs this month and forgetting about them, and next spring up pops the tulip or the daffodils or the irises. For me, selling is exactly like gardening. sow the seeds, water, pull weeds, spread manure....up pops great flowers!! : ) Hey! It's Friday! I've had a great week and I'm in a good mood. 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 Sep 22 14:18:32 2006 From: John at mpcny.com (John M. Henry) Date: Fri Sep 22 14:20:12 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) References: Message-ID: <006701c6de73$83189730$027ba8c0@mpc2000> Hey Biff dam glad to meet ya, I am the top salesperson for my company also, as is Scott and most of us here. I just love to toot my own horn. So now who's is the .... oh forget it. 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 smc at sorrentomesa.com Fri Sep 22 14:29:28 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Fri Sep 22 14:28:26 2006 Subject: [PrintSales] Re: Face Time In-Reply-To: <506de9926ba79d654a966c26af378606@sbcglobal.net> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> <506de9926ba79d654a966c26af378606@sbcglobal.net> Message-ID: <7.0.1.0.2.20060922110641.05cae210@sorrentomesa.com> Ed I agree with Becky, you can't assume there is anything wrong with the current printer. From my perspective, the mission is to find out "Why am I here?" Why are you taking to the prospect, what was their motivation to give up their time to see and talk with you in person. Thats the first thing to determine. They may be totally satisfied with the current source, but just have some time to waste, or there may be serious problems with the current source and they are indeed seeking a new source to work with, or they're happy with their current source but they are a grinder and just shopping for a lower price. One really needs to asses on the first meeting what is the reason for the meeting. By asking good questions and listening well, those answers will come to you and then you can make the decision whether its a good use of your time to pursue the account. One of my favorite first questions is "Tell me about the relationship you have with your current source." Let them talk. You listen. Are they happy, are they not happy, if they're not happy, why? "if you could change one thing about working with your current source, what would that be" These are all questions designed to get at the truth of why you're there. And what opportunities await. Biff, maybe you can share with us some of the things you might say in your first meeting of a new perspective client? S. At 08:17 AM 9/22/2006, you wrote: >$ $ $ + 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 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 hal at pickimp.com Fri Sep 22 14:29:58 2006 From: hal at pickimp.com (Hal Wendt) Date: Fri Sep 22 14:30:07 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) References: Message-ID: <001001c6de75$2318b700$0301a8c0@sbcglobal.net> I've been on various lists with Scott for more than decade, if he's anything he's NOT rude, selfish or close minded. He is direct though. He's a lot like many people I know, if you don't want to know the real answer then don't ask Scott. He adds value to every list he's on, even the the non-business closed to the public lists. Hal Wendt IMP Printing & Graphics Design Southgate, Michigan USA From sales at franklinsprinting.us Fri Sep 22 14:43:17 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Fri Sep 22 14:44:07 2006 Subject: [PrintSales] Sales vs Marketing Message-ID: <2509DE35-547A-47E8-83D5-818397404991@franklinsprinting.us> I doubt if most of the companies participating in this discussion have sales much over $1 million annually. At that level the line between sales and marketing begins to blur. Quit splitting hairs and lets welcome comments from both the marketeers as well as the sales superstars. When your sales exceed $3-5 million then you can have about your VP's of Sales and Marketing create separate departments. That's my story and I'm sticking to it. Regards, Bill Bill DeVore Franklin's Printing and Mailing 5217 Simpson Ferry Road Mechanicsburg, PA 17050 From smc at sorrentomesa.com Fri Sep 22 14:51:54 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Fri Sep 22 14:50:36 2006 Subject: [PrintSales] Sales vs Marketing In-Reply-To: <2509DE35-547A-47E8-83D5-818397404991@franklinsprinting.us> References: <2509DE35-547A-47E8-83D5-818397404991@franklinsprinting.us> Message-ID: <7.0.1.0.2.20060922115104.06e46008@sorrentomesa.com> Bill, lets hear what you would say to the question I posed to Biff. What do you say when you're meeting a prospect face to face for the first time? S. At 11:43 AM 9/22/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >I doubt if most of the companies participating in this discussion >have sales much over $1 million annually. At that level the line >between sales and marketing begins to blur. Quit splitting hairs and >lets welcome comments from both the marketeers as well as the sales >superstars. When your sales exceed $3-5 million then you can have >about your VP's of Sales and Marketing create separate departments. > >That's my story and I'm sticking to it. > >Regards, > >Bill > >Bill DeVore >Franklin's Printing and Mailing >5217 Simpson Ferry Road >Mechanicsburg, PA 17050 > > >_______________________________________________ >PrintSales mailing list >Post: PrintSales@printweb.org >Info: http://rb.enter.net/mailman/listinfo/printsales > > >__________ NOD32 1.1768 (20060922) 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 sales at franklinsprinting.us Fri Sep 22 16:30:14 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Fri Sep 22 16:31:29 2006 Subject: [PrintSales] Sales vs Marketing In-Reply-To: <7.0.1.0.2.20060922115104.06e46008@sorrentomesa.com> References: <2509DE35-547A-47E8-83D5-818397404991@franklinsprinting.us> <7.0.1.0.2.20060922115104.06e46008@sorrentomesa.com> Message-ID: <590A45D7-D325-4D7A-ACC5-178C7209A210@franklinsprinting.us> Unlike most sales people, I usually don't say too much at the first meeting Scott because I'm there to learn about their needs and requirements not talk about my capabilities. There may or may not be a fit between their company and mine and I won't know that until I do a lot of listening. I'll ask some perfunctory questions such as: "Tell me about the job you do here at XYZ company" or "How many printers do you currently use" or "Would you tell me their names" or What do they do best" or "What do they do that you don't like", etc. I want them to do most of the talking while I do most of the listening. The goal of the first meeting is: 1) to gather information so I can intelligently convert them from a prospect into a customer and more importantly 2) set up a date and time for a second meeting. Since I now know their "hot buttons" that second meeting is where I demonstrate the benefits of forming a relationship with my company instead of my competitors. Is that the best method of selling printing? I have no idea. Does it work for me? You bet! Bill Franklin's Printing Note that the subject of price rarely comes up during that first meeting. On Sep 22, 2006, at 2:51 PM, Scott Cappel wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > > Bill, lets hear what you would say to the question I posed to Biff. > > What do you say when you're meeting a prospect face to face for the > first time? > > S. > > > > > At 11:43 AM 9/22/2006, you wrote: >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> I doubt if most of the companies participating in this discussion >> have sales much over $1 million annually. At that level the line >> between sales and marketing begins to blur. Quit splitting hairs and >> lets welcome comments from both the marketeers as well as the sales >> superstars. When your sales exceed $3-5 million then you can have >> about your VP's of Sales and Marketing create separate departments. >> >> That's my story and I'm sticking to it. >> >> Regards, >> >> Bill >> >> Bill DeVore >> Franklin's Printing and Mailing >> 5217 Simpson Ferry Road >> Mechanicsburg, PA 17050 >> >> >> _______________________________________________ >> PrintSales mailing list >> Post: PrintSales@printweb.org >> Info: http://rb.enter.net/mailman/listinfo/printsales >> >> >> __________ NOD32 1.1768 (20060922) 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 > From premiereprint at sbcglobal.net Fri Sep 22 16:39:11 2006 From: premiereprint at sbcglobal.net (Ed) Date: Fri Sep 22 16:42:42 2006 Subject: [PrintSales] New Question - What Do you Take? In-Reply-To: <2A0E49C2-A8AA-4641-BA9B-078A537023F4@rcn.com> References: <2A0E49C2-A8AA-4641-BA9B-078A537023F4@rcn.com> Message-ID: <0c4c1791a9f053238d3a80f9a5b44d24@sbcglobal.net> Now we are talking, Bravo! Not to kill the last question, Keep bringing your answers. But on to the next question, What do you take to your first "Face Time"? Note pads, Brochures, a big smile, donuts? Some of the answers to; What do you ask? _________________ 1. How is that working for you? 2. What would you do different? 3. What's the most difficult thing about xxx (sending out a newsletter, updating brochures, etc) I'm sure you've heard it before -- it's about finding the pain. _________________ find out "Why am I here?" Why are you taking to the prospect, what was their motivation to give up their time to see and talk with you in person. _________________ "make contacts, handling contacts and how to close (I prefer the word close than how to sell)" Try not to take anything personal... slows the learning process. Ed Ferguson Premiere Business Printing & Graphics 1144 West Main Street Arlington, TX 76013 (817) 277-2212 - Phone (817) 861-3936 - Fax Premiere@flash.net From rick at jmjprinting.com Sat Sep 23 19:48:00 2006 From: rick at jmjprinting.com (Rick Foster) Date: Sat Sep 23 19:42:45 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> Message-ID: In reference to the message sent by Scott Cappel, on 9/22/06, at 7:19 AM -0700: Oh come on Scott, we all know what a jerk you can be. I know there is a list for every purpose, and this is the first time I've heard about the printersmarketing list, but then again I don't have time to surf the net looking for every list possible in hopes to post a message to a specific topic list without getting my head bit off. Nor do I have time to read many posts from multiple lists. PrintWeb and it's related lists are a great resource and I enjoy that most topics are acceptable on PrintOnwers rather than having to hunt for a topic specific list. The reason this list has been quite is that there really isn't a need for a separate list when most post to PrintOwners anyway. I would rather see these topics discussed on PrintOnwers than taken to a bunch of different lists with specific topics. One of the best things about PrintOwners is the ability to discuss the whole industry with many owners without having to break it up into multiple topic specific chunks spread amongst 20 different lists, but that is just my opinion. Rather than tell off someone who isn't following your rules about sales vs. marketing, and since you have appointed yourself as the PrintSales police, what are the rules? Is this list really just for "the warriors that put in on the line everyday." Since I am not a salesman everyday and I don't have any full time sales staff but I am an owner who also does sales as needed, am I welcome here or not? I'm not sure I qualify as a everyday warrior. Please take a minute and explain for us less fortunate the difference and why marketing is not a sales topic. The comment of if we don't know we should just lurk isn't any help to those who really want to know where the line is because we don't understand your definition. I assumed marketing was a way of increasing sales and would qualify for discussion on a sales list, but evidently not this sales list. Do your sales people not use any marketing to create sales opportunities? Isn't "prospecting and generating leads and calling on the phone" a form of marketing? Is this list just for the face to face sales and not how you got the face to face meeting? Maybe a clear definition on what is appropriate to you under the "sales" heading would help us all understand what is and isn't allowed to be posted here. Maybe you could ask Bob to rename the list to PrintSalesman to help better define it for you? >Look folks. I don't mean to be a jerk here, but this is not a list >about marketing, its a list about sales, about face time about the >thing that most owners are chicken to do. There is a list for >marketing printowners that is over on yahoo. >printersmarketing@yahoo.com started by people you already know form >other lists. Its been quiet lately so if you take your posts over >there it you might light it up a bit. -- 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 inkyhand at gmail.com Sun Sep 24 20:45:14 2006 From: inkyhand at gmail.com (Ron Livingston) Date: Sun Sep 24 20:46:09 2006 Subject: [PrintSales] Selling more to our existing customers Message-ID: <5c2107b30609241745g56332bf1jc2d310b1d8516e52@mail.gmail.com> Thought I would share something we do to help us sell more to customers we currently have. We make a new folder under their "My Documents" folder called "Cornerstone Press 972-285-4670" (with their permission, of course) & tell the customer to put all of the elements of a job coming to us in that folder. It started out as an easy way to help customers know where to put the pack & go files from Publisher. We do about 30-40 Publisher jobs a month (don't laugh - we make good money on them). When a person tries to do the pack & go routine, Publisher does not let you create a new folder to put the compressed job in. We started going to their place & created a folder with our name & phone number right in their my documents folder. Also, with our folder in their my documents folder, every time they save a job, our Cornerstone Press folder shows up. Most of our customers are small to medium size business with very little knowledge of printing. The person that typically orders printing has many other things to do & this chore was placed in their lap. Anything we can do to educate them & make their jobs easier usually ends up with a feather in our cap. My experience has been that a little time spent with them showing them the best way to prepare files for us so that we can turn their jobs without problems has helped solidify our position as their "preferred printer." When they finish a job, they place it in our folder & either email it to us or I go there & pick up a cd. Often times I will go by to get the cd if I have time.That gives me the opportunity to go inside their company to whoever has the files & to see what else they are printing & learn more about their operation. We just finished printing & mailing a 5000 piece 4/4 newsletter because I saw a previous one while picking up the files for a 2 color flyer. They did not know we could even do those kinds of jobs. Guess in addition to more selling I need to better marketing. But, that's for another list. Hope this helps. -- Ron Livingston Cornerstone Press 1228 Scyene, Suite 117 Mesquite, TX 75149 (972) 285-4670 From ewingandsons at sbcglobal.net Mon Sep 25 10:28:50 2006 From: ewingandsons at sbcglobal.net (Dennis W. Ewing Sr) Date: Mon Sep 25 10:29:59 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <001001c6de75$2318b700$0301a8c0@sbcglobal.net> References: <001001c6de75$2318b700$0301a8c0@sbcglobal.net> Message-ID: <4517E7A2.20205@sbcglobal.net> I'm with Hal on this one. I have a lot of respect or Scott's opinions and did not see any rudeness in his post. He just stated an opinion that some may not agree with. As for me I'm a lousy salesman and what marketing I do is not great either. This is an area that I'll just sit back and soak up ideas I can resource. ( That's borrow to those who are not Scout trainers). Dennis W. Ewing Sr Ewing and Sons Printing 12000 Crownpoint, #130 San Antonio, TX 78233 dennisewing@sbcglobal.net ewingandsons@sbcglobal.net Hal Wendt wrote: > comments will return this list back to mum. > > > I've been on various lists with Scott for more than decade, if he's anything > he's NOT rude, selfish or close minded. He is direct though. He's a lot > like many people I know, if you don't want to know the real answer then > don't ask Scott. > > He adds value to every list he's on, even the the non-business closed to the > public lists. > > Hal Wendt > > From sales at franklinsprinting.us Mon Sep 25 10:53:32 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Mon Sep 25 10:55:20 2006 Subject: [PrintSales] C.J. Hayden Message-ID: Has anyone on the list read C.J. Hayden's book "Get Clients Now!: A 28-Day Marketing Program for Professionals and Consultants"? Regards, Bill Bill DeVore Franklin's Printing and Mailing 5217 Simpson Ferry Road Mechanicsburg, PA 17050 717.691.6880 - phone 717.691-6928 - fax From premiereprint at sbcglobal.net Mon Sep 25 11:05:03 2006 From: premiereprint at sbcglobal.net (Ed) Date: Mon Sep 25 11:09:31 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <4517E7A2.20205@sbcglobal.net> References: <001001c6de75$2318b700$0301a8c0@sbcglobal.net> <4517E7A2.20205@sbcglobal.net> Message-ID: <692600c90cedd74d625692b77f008abd@sbcglobal.net> OK, OK, I get it, Scott's remarks were, well Blunt and yes they sting, but he isn't momma to anyone here. What he is, is successful at sales, and on top of that willing to help and advise. So everyone take a deep breath and be thankful for the resource. That said No-one has said what they bring to a first meeting, so if you don't like my question then ask one of your own.... Don't take the lesson personal... slows the learning. > > Ed Ferguson Premiere Business Printing & Graphics 1144 West Main Street Arlington, TX 76013 (817) 277-2212 - Phone (817) 861-3936 - Fax Premiere@flash.net From sales at franklinsprinting.us Mon Sep 25 11:49:56 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Mon Sep 25 11:51:42 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) Message-ID: <830FAB82-84CE-46CC-ADE1-9E0C1592950A@franklinsprinting.us> Scott was my answer acceptable? Please let me know if there's anything else I should be doing on the first meeting. Regards, Bill Bill DeVore Franklin's Printing and Mailing 5217 Simpson Ferry Road Mechanicsburg, PA 17050 717.691.6880 - phone 717.691-6928 - fax From mark at newprinting.com Mon Sep 25 12:08:04 2006 From: mark at newprinting.com (Mark Weinfurter) Date: Mon Sep 25 12:10:33 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> Message-ID: <4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com> I know I'm a bit late at this thread, but I've been behind on my emails... I take a back seat to nobody. This past May, I just installed my 3rd SM 74 - which is already running 2 shifts just like the other 2. (Not bad considering I'm the only sales person.) My input is valuable. I would love to share my secrets of success, but I have been blasted on other lists at times for my input - similar to the one that started the 'read this slowly' part of this thread. That's why I ended up pulling off other lists because of the 'blunt', 'direct' (actually I would call these rude and immature) responses. There are many others that drop or won't contribute for just such reasons - some not very successful, and some very successful. A bit of advise that's been given me many times - that's what your delete key is for Scott. Thanks, Mark Weinfurter N. E. W. Printing 1718 E. Wisconsin Ave. Appleton, WI 54911 1-888-563-0400 Fax 920-735-9945 www.newprinting.com mark@newprinting.com 'A very cool web site...www.newprinting.com' On Sep 23, 2006, at 6:48 PM, Rick Foster wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > In reference to the message sent by Scott Cappel, on 9/22/06, at 7:19 > AM -0700: > > Oh come on Scott, we all know what a jerk you can be. > > I know there is a list for every purpose, and this is the first time > I've heard about the printersmarketing list, but then again I don't > have time to surf the net looking for every list possible in hopes to > post a message to a specific topic list without getting my head bit > off. Nor do I have time to read many posts from multiple lists. > PrintWeb and it's related lists are a great resource and I enjoy that > most topics are acceptable on PrintOnwers rather than having to hunt > for a topic specific list. The reason this list has been quite is that > there really isn't a need for a separate list when most post to > PrintOwners anyway. I would rather see these topics discussed on > PrintOnwers than taken to a bunch of different lists with specific > topics. One of the best things about PrintOwners is the ability to > discuss the whole industry with many owners without having to break it > up into multiple topic specific chunks spread amongst 20 different > lists, but that is just my opinion. > > Rather than tell off someone who isn't following your rules about > sales vs. marketing, and since you have appointed yourself as the > PrintSales police, what are the rules? Is this list really just for > "the warriors that put in on the line everyday." Since I am not a > salesman everyday and I don't have any full time sales staff but I am > an owner who also does sales as needed, am I welcome here or not? I'm > not sure I qualify as a everyday warrior. > > Please take a minute and explain for us less fortunate the difference > and why marketing is not a sales topic. The comment of if we don't > know we should just lurk isn't any help to those who really want to > know where the line is because we don't understand your definition. I > assumed marketing was a way of increasing sales and would qualify for > discussion on a sales list, but evidently not this sales list. Do your > sales people not use any marketing to create sales opportunities? > Isn't "prospecting and generating leads and calling on the phone" a > form of marketing? Is this list just for the face to face sales and > not how you got the face to face meeting? Maybe a clear definition on > what is appropriate to you under the "sales" heading would help us all > understand what is and isn't allowed to be posted here. Maybe you > could ask Bob to rename the list to PrintSalesman to help better > define it for you? > >> Look folks. I don't mean to be a jerk here, but this is not a list >> about marketing, its a list about sales, about face time about the >> thing that most owners are chicken to do. There is a list for >> marketing printowners that is over on yahoo. >> printersmarketing@yahoo.com started by people you already know form >> other lists. Its been quiet lately so if you take your posts over >> there it you might light it up a bit. > > -- > > 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 > > From smc at sorrentomesa.com Mon Sep 25 12:34:34 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Mon Sep 25 12:33:27 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> <4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com> Message-ID: <7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> I can see the ego quotient is running high on this list.......good. Good salespeople are usually educated about their product, smart, well in tune with their clients and driven. We also have strong egos, not "big" egos, but strong ones, I think its the source of our drive. I am glad we have are forming a group that all have the street experience to contribute. I'm not your momma, never intended to be your momma. I was just trying to help Becky, who gets all the credit for sparking this list to life again, define the issues that sales people encounter and what makes them successful. A direct mail postcard campaign, or a web site search engine optimization program while defined as marketing, are really intended to assist (as is all marketing endeavors) the efficiency and hopefully the ultimate success of the salesperson. But those marketing efforts and the strategy and mechanism behind them, aren't relevant to the issues that we all face in the sales process. And its those issues that we all face that I believe was the intent of why this list was formed. S. At 09:08 AM 9/25/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >I know I'm a bit late at this thread, but I've been behind on my emails... > >I take a back seat to nobody. This past May, I just installed my >3rd SM 74 - which is already running 2 shifts just like the other >2. (Not bad considering I'm the only sales person.) My input is >valuable. I would love to share my secrets of success, but I have >been blasted on other lists at times for my input - similar to the >one that started the 'read this slowly' part of this thread. That's >why I ended up pulling off other lists because of the 'blunt', >'direct' (actually I would call these rude and immature) >responses. There are many others that drop or won't contribute for >just such reasons - some not very successful, and some very successful. > >A bit of advise that's been given me many times - that's what your >delete key is for Scott. > >Thanks, > >Mark Weinfurter >N. E. W. Printing >1718 E. Wisconsin Ave. >Appleton, WI 54911 >1-888-563-0400 >Fax 920-735-9945 >www.newprinting.com >mark@newprinting.com >'A very cool web site...www.newprinting.com' >On Sep 23, 2006, at 6:48 PM, Rick Foster wrote: > >>$ $ $ + This is a PrintSales list message. + $ $ $ >> >>In reference to the message sent by Scott Cappel, on 9/22/06, at >>7:19 AM -0700: >> >>Oh come on Scott, we all know what a jerk you can be. >> >>I know there is a list for every purpose, and this is the first >>time I've heard about the printersmarketing list, but then again I >>don't have time to surf the net looking for every list possible in >>hopes to post a message to a specific topic list without getting my >>head bit off. Nor do I have time to read many posts from multiple >>lists. PrintWeb and it's related lists are a great resource and I >>enjoy that most topics are acceptable on PrintOnwers rather than >>having to hunt for a topic specific list. The reason this list has >>been quite is that there really isn't a need for a separate list >>when most post to PrintOwners anyway. I would rather see these >>topics discussed on PrintOnwers than taken to a bunch of different >>lists with specific topics. One of the best things about >>PrintOwners is the ability to discuss the whole industry with many >>owners without having to break it up into multiple topic specific >>chunks spread amongst 20 different lists, but that is just my opinion. >> >>Rather than tell off someone who isn't following your rules about >>sales vs. marketing, and since you have appointed yourself as the >>PrintSales police, what are the rules? Is this list really just for >>"the warriors that put in on the line everyday." Since I am not a >>salesman everyday and I don't have any full time sales staff but I >>am an owner who also does sales as needed, am I welcome here or >>not? I'm not sure I qualify as a everyday warrior. >> >>Please take a minute and explain for us less fortunate the >>difference and why marketing is not a sales topic. The comment of >>if we don't know we should just lurk isn't any help to those who >>really want to know where the line is because we don't understand >>your definition. I assumed marketing was a way of increasing sales >>and would qualify for discussion on a sales list, but evidently not >>this sales list. Do your sales people not use any marketing to >>create sales opportunities? Isn't "prospecting and generating leads >>and calling on the phone" a form of marketing? Is this list just >>for the face to face sales and not how you got the face to face >>meeting? Maybe a clear definition on what is appropriate to you >>under the "sales" heading would help us all understand what is and >>isn't allowed to be posted here. Maybe you could ask Bob to rename >>the list to PrintSalesman to help better define it for you? >> >>>Look folks. I don't mean to be a jerk here, but this is not a list >>>about marketing, its a list about sales, about face time about the >>>thing that most owners are chicken to do. There is a list for >>>marketing printowners that is over on yahoo. >>>printersmarketing@yahoo.com started by people you already know >>>form other lists. Its been quiet lately so if you take your posts >>>over there it you might light it up a bit. >> >>-- >> >>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 >> > >_______________________________________________ >PrintSales mailing list >Post: PrintSales@printweb.org >Info: http://rb.enter.net/mailman/listinfo/printsales > > >__________ NOD32 1.1774 (20060925) 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 sales at franklinsprinting.us Mon Sep 25 12:52:49 2006 From: sales at franklinsprinting.us (Bill DeVore) Date: Mon Sep 25 12:55:26 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> <4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com> <7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> Message-ID: <050974A6-4D60-4DC4-AFD7-41F4502F60B9@franklinsprinting.us> I've seen a lot of rules being laid down but I haven't seen any good sales advice as of yet. Just out of curiosity Scott, lets hear what you would say to the question you posed to Biff. 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. On Sep 25, 2006, at 12:34 PM, Scott Cappel wrote: > $ $ $ + This is a PrintSales list message. + $ $ $ > > > I can see the ego quotient is running high on this list.......good. > > Good salespeople are usually educated about their product, smart, > well in tune with their clients and driven. We also have strong > egos, not "big" egos, but strong ones, I think its the source of > our drive. > > I am glad we have are forming a group that all have the street > experience to contribute. > > I'm not your momma, never intended to be your momma. I was just > trying to help Becky, who gets all the credit for sparking this > list to life again, define the issues that sales people encounter > and what makes them successful. > > A direct mail postcard campaign, or a web site search engine > optimization program while defined as marketing, are really > intended to assist (as is all marketing endeavors) the efficiency > and hopefully the ultimate success of the salesperson. > > But those marketing efforts and the strategy and mechanism behind > them, aren't relevant to the issues that we all face in the sales > process. And its those issues that we all face that I believe was > the intent of why this list was formed. > > S. > > > > > At 09:08 AM 9/25/2006, you wrote: >> $ $ $ + This is a PrintSales list message. + $ $ $ >> >> I know I'm a bit late at this thread, but I've been behind on my >> emails... >> >> I take a back seat to nobody. This past May, I just installed my >> 3rd SM 74 - which is already running 2 shifts just like the other >> 2. (Not bad considering I'm the only sales person.) My input is >> valuable. I would love to share my secrets of success, but I have >> been blasted on other lists at times for my input - similar to >> the one that started the 'read this slowly' part of this thread. >> That's why I ended up pulling off other lists because of the >> 'blunt', 'direct' (actually I would call these rude and immature) >> responses. There are many others that drop or won't contribute >> for just such reasons - some not very successful, and some very >> successful. >> >> A bit of advise that's been given me many times - that's what your >> delete key is for Scott. >> >> Thanks, >> >> Mark Weinfurter >> N. E. W. Printing >> 1718 E. Wisconsin Ave. >> Appleton, WI 54911 >> 1-888-563-0400 >> Fax 920-735-9945 >> www.newprinting.com >> mark@newprinting.com >> 'A very cool web site...www.newprinting.com' >> On Sep 23, 2006, at 6:48 PM, Rick Foster wrote: >> >>> $ $ $ + This is a PrintSales list message. + $ $ $ >>> >>> In reference to the message sent by Scott Cappel, on 9/22/06, at >>> 7:19 AM -0700: >>> >>> Oh come on Scott, we all know what a jerk you can be. >>> >>> I know there is a list for every purpose, and this is the first >>> time I've heard about the printersmarketing list, but then again >>> I don't have time to surf the net looking for every list possible >>> in hopes to post a message to a specific topic list without >>> getting my head bit off. Nor do I have time to read many posts >>> from multiple lists. PrintWeb and it's related lists are a great >>> resource and I enjoy that most topics are acceptable on >>> PrintOnwers rather than having to hunt for a topic specific list. >>> The reason this list has been quite is that there really isn't a >>> need for a separate list when most post to PrintOwners anyway. I >>> would rather see these topics discussed on PrintOnwers than taken >>> to a bunch of different lists with specific topics. One of the >>> best things about PrintOwners is the ability to discuss the whole >>> industry with many owners without having to break it up into >>> multiple topic specific chunks spread amongst 20 different lists, >>> but that is just my opinion. >>> >>> Rather than tell off someone who isn't following your rules about >>> sales vs. marketing, and since you have appointed yourself as the >>> PrintSales police, what are the rules? Is this list really just >>> for "the warriors that put in on the line everyday." Since I am >>> not a salesman everyday and I don't have any full time sales >>> staff but I am an owner who also does sales as needed, am I >>> welcome here or not? I'm not sure I qualify as a everyday warrior. >>> >>> Please take a minute and explain for us less fortunate the >>> difference and why marketing is not a sales topic. The comment of >>> if we don't know we should just lurk isn't any help to those who >>> really want to know where the line is because we don't understand >>> your definition. I assumed marketing was a way of increasing >>> sales and would qualify for discussion on a sales list, but >>> evidently not this sales list. Do your sales people not use any >>> marketing to create sales opportunities? Isn't "prospecting and >>> generating leads and calling on the phone" a form of marketing? >>> Is this list just for the face to face sales and not how you got >>> the face to face meeting? Maybe a clear definition on what is >>> appropriate to you under the "sales" heading would help us all >>> understand what is and isn't allowed to be posted here. Maybe you >>> could ask Bob to rename the list to PrintSalesman to help better >>> define it for you? >>> >>>> Look folks. I don't mean to be a jerk here, but this is not a >>>> list about marketing, its a list about sales, about face time >>>> about the thing that most owners are chicken to do. There is a >>>> list for marketing printowners that is over on yahoo. >>>> printersmarketing@yahoo.com started by people you already know >>>> form other lists. Its been quiet lately so if you take your >>>> posts over there it you might light it up a bit. >>> >>> -- >>> >>> 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 >>> >> >> _______________________________________________ >> PrintSales mailing list >> Post: PrintSales@printweb.org >> Info: http://rb.enter.net/mailman/listinfo/printsales >> >> >> __________ NOD32 1.1774 (20060925) 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 > From smc at sorrentomesa.com Mon Sep 25 13:21:50 2006 From: smc at sorrentomesa.com (Scott Cappel) Date: Mon Sep 25 13:20:39 2006 Subject: READ THIS SLOWLY (was Re: [PrintSales] Marketing Program) In-Reply-To: <050974A6-4D60-4DC4-AFD7-41F4502F60B9@franklinsprinting.us> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> <4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com> <7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> <050974A6-4D60-4DC4-AFD7-41F4502F60B9@franklinsprinting.us> Message-ID: <7.0.1.0.2.20060925101140.0a610f88@sorrentomesa.com> Bill, please reread my post of 9/22 Re:Face Time, I think I already listed some of the things I would say. What I say, and the questions I ask are predicated about what I see. Many of my questions tend to hone in on the relationship with the current source/sources. I want to learn about the motivation of why the prospect has selected or inherited the current sources and what they like or don't like about the current arrangement. It is always my goal to learn as much as I can, and then record the notes in GoldMine when i get back to the office so I'll have a way to approach them in the second meeting that might illustrate some specific benefits to working with us. S. At 09:52 AM 9/25/2006, you wrote: >$ $ $ + This is a PrintSales list message. + $ $ $ > >I've seen a lot of rules being laid down but I haven't seen any good >sales advice as of yet. Just out of curiosity Scott, lets hear what >you would say to the question you posed to Biff. > >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. > > >On Sep 25, 2006, at 12:34 PM, Scott Cappel wrote: > >>$ $ $ + This is a PrintSales list message. + $ $ $ >> >> >>I can see the ego quotient is running high on this list.......good. >> >>Good salespeople are usually educated about their product, smart, >>well in tune with their clients and driven. We also have strong >>egos, not "big" egos, but strong ones, I think its the source of >>our drive. >> >>I am glad we have are forming a group that all have the street >>experience to contribute. >> >>I'm not your momma, never intended to be your momma. I was just >>trying to help Becky, who gets all the credit for sparking this >>list to life again, define the issues that sales people encounter >>and what makes them successful. >> >>A direct mail postcard campaign, or a web site search engine >>optimization program while defined as marketing, are really >>intended to assist (as is all marketing endeavors) the efficiency >>and hopefully the ultimate success of the salesperson. >> >>But those marketing efforts and the strategy and mechanism behind >>them, aren't relevant to the issues that we all face in the sales >>process. And its those issues that we all face that I believe was >>the intent of why this list was formed. >> >>S. >> >> >> >> >>At 09:08 AM 9/25/2006, you wrote: >>>$ $ $ + This is a PrintSales list message. + $ $ $ >>> >>>I know I'm a bit late at this thread, but I've been behind on my >>>emails... >>> >>>I take a back seat to nobody. This past May, I just installed my >>>3rd SM 74 - which is already running 2 shifts just like the other >>>2. (Not bad considering I'm the only sales person.) My input is >>>valuable. I would love to share my secrets of success, but I have >>>been blasted on other lists at times for my input - similar to >>>the one that started the 'read this slowly' part of this thread. >>>That's why I ended up pulling off other lists because of the >>>'blunt', 'direct' (actually I would call these rude and immature) >>>responses. There are many others that drop or won't contribute >>>for just such reasons - some not very successful, and some very >>>successful. >>> >>>A bit of advise that's been given me many times - that's what your >>>delete key is for Scott. >>> >>>Thanks, >>> >>>Mark Weinfurter >>>N. E. W. Printing >>>1718 E. Wisconsin Ave. >>>Appleton, WI 54911 >>>1-888-563-0400 >>>Fax 920-735-9945 >>>www.newprinting.com >>>mark@newprinting.com >>>'A very cool web site...www.newprinting.com' >>>On Sep 23, 2006, at 6:48 PM, Rick Foster wrote: >>> >>>>$ $ $ + This is a PrintSales list message. + $ $ $ >>>> >>>>In reference to the message sent by Scott Cappel, on 9/22/06, at >>>>7:19 AM -0700: >>>> >>>>Oh come on Scott, we all know what a jerk you can be. >>>> >>>>I know there is a list for every purpose, and this is the first >>>>time I've heard about the printersmarketing list, but then again >>>>I don't have time to surf the net looking for every list possible >>>>in hopes to post a message to a specific topic list without >>>>getting my head bit off. Nor do I have time to read many posts >>>>from multiple lists. PrintWeb and it's related lists are a great >>>>resource and I enjoy that most topics are acceptable on >>>>PrintOnwers rather than having to hunt for a topic specific list. >>>>The reason this list has been quite is that there really isn't a >>>>need for a separate list when most post to PrintOwners anyway. I >>>>would rather see these topics discussed on PrintOnwers than taken >>>>to a bunch of different lists with specific topics. One of the >>>>best things about PrintOwners is the ability to discuss the whole >>>>industry with many owners without having to break it up into >>>>multiple topic specific chunks spread amongst 20 different lists, >>>>but that is just my opinion. >>>> >>>>Rather than tell off someone who isn't following your rules about >>>>sales vs. marketing, and since you have appointed yourself as the >>>>PrintSales police, what are the rules? Is this list really just >>>>for "the warriors that put in on the line everyday." Since I am >>>>not a salesman everyday and I don't have any full time sales >>>>staff but I am an owner who also does sales as needed, am I >>>>welcome here or not? I'm not sure I qualify as a everyday warrior. >>>> >>>>Please take a minute and explain for us less fortunate the >>>>difference and why marketing is not a sales topic. The comment of >>>>if we don't know we should just lurk isn't any help to those who >>>>really want to know where the line is because we don't understand >>>>your definition. I assumed marketing was a way of increasing >>>>sales and would qualify for discussion on a sales list, but >>>>evidently not this sales list. Do your sales people not use any >>>>marketing to create sales opportunities? Isn't "prospecting and >>>>generating leads and calling on the phone" a form of marketing? >>>>Is this list just for the face to face sales and not how you got >>>>the face to face meeting? Maybe a clear definition on what is >>>>appropriate to you under the "sales" heading would help us all >>>>understand what is and isn't allowed to be posted here. Maybe you >>>>could ask Bob to rename the list to PrintSalesman to help better >>>>define it for you? >>>> >>>>>Look folks. I don't mean to be a jerk here, but this is not a >>>>>list about marketing, its a list about sales, about face time >>>>>about the thing that most owners are chicken to do. There is a >>>>>list for marketing printowners that is over on yahoo. >>>>>printersmarketing@yahoo.com started by people you already know >>>>>form other lists. Its been quiet lately so if you take your >>>>>posts over there it you might light it up a bit. >>>> >>>>-- >>>> >>>>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 >>> >>>_______________________________________________ >>>PrintSales mailing list >>>Post: PrintSales@printweb.org >>>Info: http://rb.enter.net/mailman/listinfo/printsales >>> >>> >>>__________ NOD32 1.1774 (20060925) 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 > > >__________ NOD32 1.1774 (20060925) 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 inkyhand at gmail.com Mon Sep 25 20:47:27 2006 From: inkyhand at gmail.com (Ron Livingston) Date: Mon Sep 25 20:48:08 2006 Subject: [PrintSales] Selling more to existing customers Message-ID: <5c2107b30609251747k77c7dcb1t46b6494757cd907@mail.gmail.com> Thought I would share something we do to help us sell more to customers we currently have. We make a new folder under their "My Documents" folder called "Cornerstone Press 972-285-4670" (with their permission, of course) & tell the customer to put all of the elements of a job coming to us in that folder. It started out as an easy way to help customers know where to put the pack & go files from Publisher. We do about 30-40 Publisher jobs a month (don't laugh - we make good money on them). When a person tries to do the pack & go routine, Publisher does not let you create a new folder to put the compressed job in. We started going to their place & created a folder with our name & phone number right in their "my documents" folder. Also, with our folder in their my documents folder, every time they save a job, our Cornerstone Press folder shows up. Most of our customers are small to medium size business with very little knowledge of printing. The person that typically orders printing has many other things to do & this chore was placed in their lap. Anything we can do to educate them & make their jobs easier usually ends up with a feather in our cap. My experience has been that a little time spent with them showing them the best way to prepare files for us so that we can turn their jobs without problems has helped solidify our position as their "preferred printer." When they finish a job, they place it in our folder & either email it to us or I go there & pick up a cd. Often times I will go by to get the cd if I have time.That gives me the opportunity to go inside their company to whoever has the files & to see what else they are printing & learn more about their operation. I did not think about using it as a sales tool when we started it about 2 years ago, but there have been a number of occasions where having our folder on their computer has tickled their memory to call us about jobs that we might not have received otherwise. We just finished printing & mailing a 5000 piece 4/4 newsletter because I had seen a previous one while picking up the files for a 2 color flyer. They did not know we could even do those kinds of jobs. Guess in addition to more selling I need to better marketing. But, that's for another list. Hope this helps. -- Ron Livingston Cornerstone Press 1228 Scyene, Suite 117 Mesquite, TX 75149 (972) 285-4670 From inkyhand at gmail.com Mon Sep 25 21:27:56 2006 From: inkyhand at gmail.com (Ron Livingston) Date: Mon Sep 25 21:28:48 2006 Subject: [PrintSales] selling more to existing customers Message-ID: <5c2107b30609251827l8061be9v5468277dd535bf74@mail.gmail.com> Thought I would share something we do to help us sell more to customers we currently have. We make a new folder under their "My Documents" folder called "Cornerstone Press 972-285-4670" (with their permission, of course) & tell the customer to put all of the elements of a job coming to us in that folder. It started out as an easy way to help customers know where to put the pack & go files from Publisher. We do about 30-40 Publisher jobs a month (don't laugh - we make good money on them). When a person tries to do the pack & go routine, Publisher does not let you create a new folder to put the compressed job in. We started going to their place & created a folder with our name & phone number right in their "my documents" folder. Also, with our folder in their my documents folder, every time they save a job, our Cornerstone Press folder shows up. Most of our customers are small to medium size business with very little knowledge of printing. The person that typically orders printing has many other things to do & this chore was placed in their lap. Anything we can do to educate them & make their jobs easier usually ends up with a feather in our cap. My experience has been that a little time spent with them showing them the best way to prepare files for us so that we can turn their jobs without problems has helped solidify our position as their "preferred printer." When they finish a job, they place it in our folder & either email it to us or I go there & pick up a cd. Often times I will go by to get the cd if I have time.That gives me the opportunity to go inside their company to whoever has the files & to see what else they are printing & learn more about their operation. I did not think about using it as a sales tool when we started it about 2 years ago, but there have been a number of occasions where having our folder on their computer has tickled their memory to call us about jobs that we might not have received otherwise. We just finished printing & mailing a 5000 piece 4/4 newsletter because I had seen a previous one while picking up the files for a 2 color flyer. They did not know we could even do those kinds of jobs. Guess in addition to more selling I need to better marketing. But, that's for another list. Hope this helps. -- Ron Livingston Cornerstone Press 1228 Scyene, Suite 117 Mesquite, TX 75149 (972) 285-4670 From Becky at QUALITYPRINTINGONLINE.COM Tue Sep 26 19:32:22 2006 From: Becky at QUALITYPRINTINGONLINE.COM (Becky Whatley) Date: Tue Sep 26 19:30:34 2006 Subject: [PrintSales] Issues Sales People Encounter - Objections In-Reply-To: <7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr> <451309F0.4090207@mobile-print.com> <105401c6de0c$8883ca30$0501a8c0@FAMILY> <7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com> <4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com> <7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> Message-ID: On Sep 25, 2006, at 9:34 AM, Scott Cappel wrote: > I was just trying to help Becky, who gets all the credit for sparking > this list to life again, define the issues that sales people encounter > and what makes them successful. Issues that sales people encounter -- thanks Scott. Good way to put it. Here's an issue: I'm pretty good at meeting people and getting a first appointment. Where I don't always do so good is "the close" when it comes to objections. Gitomer says you should brainstorm all the objections you'll get and be ready for them at all times (he claims you already know the ones you are going to get and there are not that many) Going off that assumption, can we discuss the basic objections we get and how others have overcome them? 1. Your price is too high 2. Your price is good but I am happy with my current vendor and don't want to change. 3. We just don' t have the budget for that right now. 4. We've decided to produce it in house. Others? Answers? Queen O' the List 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 jhaas at haas-printing.com Tue Sep 26 21:57:13 2006 From: jhaas at haas-printing.com (Jeff Haas) Date: Tue Sep 26 21:57:32 2006 Subject: [PrintSales] Issues Sales People Encounter - Objections References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr><451309F0.4090207@mobile-print.com><105401c6de0c$8883ca30$0501a8c0@FAMILY><7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com><4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com><7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> Message-ID: <043701c6e1d8$40f5e480$4701a8c0@PC137923033428> Before handling any objections, you need to firmly position yourself as a professional in your industry. Not as a professional salesperson, but as a knowledgable source of information that your clients and prospects can come to for legitimate, honest answers that they can trust. Never provide an answer that is in YOUR best interest unless it is honestly the truth. Bypass the "quality/service/price" line and concentrate on the "trust/value/convenience" concept. Notice I did not say line. This one is real, and your integrity must back it up. Sales is also not a quick process. Like gardening, you must constantly plant seeds, carefully weed, and fertilize before you harvest. Planting seeds is obviously prospecting. Find a good, standard procedure to use when prospecting. Even cold calls can be less of a hassle when you have a standard procedure to follow (walk in, ask for the person's name who purchases printing, give your card and politely leave). Don't ask to see the person; you are trying to lower the gatekeepers initial buyers' resistance. All you want at this stage is to get to know who they are and who the purchaser is. Weeding is knowing how many times you will try to "touch" that prospect. A touch is not always in person - it is how many times your client comes into contact with your company in some way - your name on a vehicle, a brochure that was mailed or dropped off, notepads to the receptionist, etc. After approximately 6-7 touches with no progress, "weed" them from your prospecting list. Fertilizing is providing information for which you expect no return. Really. Figure out what they like, and just drop a note here or there with an article clipping or something else pertaining to that person's interest. You must get this person to like you in some fashion. We don't buy from people we don't like. When was the last time you bought something from somebody you didn't like? If you made the decision to buy before you entered the store, that doesn't count. Harvesting is just that - the account starts to bear fruit. Remember - sales is not easy, or everybody would do it. You are a professional. It takes a real commitment to growth and improvement to get good at it. And, no matter what anybody says, you must develop your own style. If you copy somebody else's style and it doesn't fit, your prospects and clients will see right through it. Some answers to the objections you mentioned: 1. Your price is too high Very rarely the real objection; many times used as the quickest way to get you out the door. To get around this one, first determine if you are in front of the decision maker, who is oftentimes not the purchaser. Gatekeepers purchase, but don't make the "decision". They are trying to look good to their higher-ups, and lowering costs is a good (perceived) way to do that. Get in front of the decision maker, and figure out what they perceive to be of value.If you can't be in front of the decision maker, find another way to make them look good. We have successfully integrated ourselves into our clients' companies by being ready, willing and able to act on their behalf as a client advocate rather than a salesperson. Once you earn their trust, and they give you projects to be in charge of, it is more expensive to NOT use you. 2. Your price is good but I am happy with my current vendor and don't want to change. Patience, patience, patience. We tell our salespeople that if you can't be number 1, meaning they are happy where they are at, be number 2. Eventually number 1 WILL drop the ball, and you'll be there to pick it up. From there, the step into #1 position is fairly easy. Also, there is a difference between "happy" and "satisfied". You will have a very difficult time overcoming a happy customer, but a satisfied one can be swayed. You simply need to find his/her weakness (electronic ordering, inventory management, turnaround times, professional advice before the project starts that brings the cost down, working their hours, etc.) and exploit that. 3. We just don't have the budget for that right now. This is either true, or a smokescreen. They see you as a salesperson instead of someone acting in their best interest. People don't want to be sold, they want to be bought; figure out what they really need, not what they say. For instance, your client wants to do a brochure for their salespeople to hand out, and they don't have the money for it. Design something yourself, on your own time, using your own computer to save them art charges and suggest a short run digitally. This brings the cost down, "smokes them out" of the objection, and lets them know you are on their team. Don't ever try to sell anything - people know when they are being sold; try to help, and it will come back to you in time. 4. We've decided to produce it in-house. A legitimate statement, so long as they have the proper equipment. Assuming the boss will stand behind the quality that represents his/her company, this battle can be won on quality. Most in-house machines just can't match the quality of a professional digital machine or a press, and they can't run the range of stocks you can. If you are solely a conventional press facility, this involves more work. Jeff Haas HAAS Printing Co., Inc. 1000 Hummel Avenue Lemoyne, PA 17043 (717) 761-0277 phone (717) 761-7109 fax (717) 443-7854 cell www.haas-printing.com ----- Original Message ----- From: "Becky Whatley" To: "Discussion List for Printing Sales Professionals" Sent: Tuesday, September 26, 2006 7:32 PM Subject: [PrintSales] Issues Sales People Encounter - Objections >$ $ $ + This is a PrintSales list message. + $ $ $ > > > On Sep 25, 2006, at 9:34 AM, Scott Cappel wrote: > >> I was just trying to help Becky, who gets all the credit for sparking >> this list to life again, define the issues that sales people encounter >> and what makes them successful. > > Issues that sales people encounter -- thanks Scott. Good way to put it. > > Here's an issue: > > I'm pretty good at meeting people and getting a first appointment. > > Where I don't always do so good is "the close" when it comes to > objections. > Gitomer says you should brainstorm all the objections you'll get and be > ready for them at all times (he claims you already know the ones you are > going to get and there are not that many) > Going off that assumption, can we discuss the basic objections we get and > how others have overcome them? > > 1. Your price is too high > > 2. Your price is good but I am happy with my current vendor and don't want > to change. > > 3. We just don' t have the budget for that right now. > > 4. We've decided to produce it in house. > > Others? > Answers? > > > Queen O' the List > 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 > > _______________________________________________ > PrintSales mailing list > Post: PrintSales@printweb.org > Info: http://rb.enter.net/mailman/listinfo/printsales > > > > > -- > No virus found in this incoming message. > Checked by AVG Free Edition. > Version: 7.1.405 / Virus Database: 268.12.8/455 - Release Date: 9/22/2006 > > From John at mpcny.com Wed Sep 27 08:41:22 2006 From: John at mpcny.com (John M. Henry) Date: Wed Sep 27 08:41:40 2006 Subject: [PrintSales] Issues Sales People Encounter - Objections References: <000e01c6ddc5$78975fc0$c200a8c0@GeneralMgr><451309F0.4090207@mobile-print.com><105401c6de0c$8883ca30$0501a8c0@FAMILY><7.0.1.0.2.20060922071035.06cb9d60@sorrentomesa.com><4e1853dc93b3bcdbc8a61552f15b6444@newprinting.com><7.0.1.0.2.20060925092026.0a533db8@sorrentomesa.com> <043701c6e1d8$40f5e480$4701a8c0@PC137923033428> Message-ID: <001601c6e232$3d190590$027ba8c0@mpc2000> Becky the first book I ever bought on sales was from printers shopper. It was red in hard cover and was written in the 1950's, the EXACT same questions you asked were written about then. Just insert letterpress vs. Offset for Digital. Oh most questions was dealing with price objection! The author wrote out normal questions like yours and gave answers. Some times I wonder if he was a older relative of Gitomer, in my moves I lost the book, wish I still had it. 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