by Sandy Hubbard | Marketing, Print Sales, Sales, Tips
No matter what’s going on in the economy, there’s money to be made for printers who can get in the door with real estate brokers. To sell deeply and profitably, you must develop relationships and earn a seat at the project planning table. You’ll want to work with the...
by Sandy Hubbard | Blogging, Marketing, Social Media
To stand out online and in your customers’ minds, authority matters. Whether you have the biggest printing company on the planet or you run the print shop down the street, you need “cred” to attract attention. There are two types of attention you want to cultivate....
by Sandy Hubbard | Customer Communication, Data, Marketing, Operations, Print Sales, Print Services, Sales
When the magazine I ran for 22 years closed its doors, the owners offered me all the business data and customer lists for free. They were not going to do anything with it, and everything would be purged by the end of the tax year. So I said yes. Saying yes not only...
by Sandy Hubbard | Customer Communication, Employment, Marketing, Operations, Print Services
It’s the pandemic, people! Marketing departments in printing businesses — and in your client’s company — are being disrupted. Employees are being reassigned, laid off, taking paid time off, or pivoting to address urgent priorities. In this environment,...
by Sandy Hubbard | Creative, Marketing, Print Media
Doing a small project — even one with a ridiculously cheap budget — can be a way to show customers that creative marketing gets direct, measurable results. Having some fun in the process makes you endearing and spotlights you as a preferred vendor. Helping...
by Sandy Hubbard | Marketing, Print Media
In the children’s board game Chutes and Ladders, players strive to systematically make it to the top of the game board. Through rolls of the dice, they can have their route accelerated with ladders for shortcuts or hindered by chutes, which drop them back in their...
by Sandy Hubbard | Print & Digital, Printers, Tips
A printer came to me with a dilemma. One of his customers wanted to buy his family printing business and turn it into an in-house print-design department. Having the only print shop in his small town, he felt a responsibility to stay independent and serve the...
by Sandy Hubbard | Sales, Tips
Is it possible to get new customers in this topsy turvy time? Here’s a story about a little kid who not only did it but created a winning nine-point formula. My son, Nate, was nine years old when I was laid off from my corporate publishing job. The business had not...
by Sandy Hubbard | Marketing, Print Sales, Print Services, Sales
“If you want me to use print for marketing, make it the kind of print that makes me some money.” My client told me he was leaving money on the table with every purchase. The will-call counter for his specialty parts business was so busy he had no time to...
by Sandy Hubbard | Print Sales, Sales, Training
Just for fun, I get together with copywriters, speechwriters, ghostwriters and all kinds of cool writer types. We practice persuasive writing as a group. We use games, prompts and timed sessions to keep ourselves “fit.” Quick and confident writing. Sounds good,...
by Sandy Hubbard | Marketing, Print & Digital, Print Sales, Sales
In times of uncertainty, look for toe holds where you can wiggle into new verticals or open doors in your market. Small openings can lead to big opportunities. Toe holds are especially important when your competitors are distracted and not paying attention. Stick...
by Sandy Hubbard | Email Marketing, Marketing
When I was a kid, there was this thing called the Helping Hand Program. If you were hurt, lost or in danger, you could knock on the door of a house that had a handprint sign in the window. Kids knew that the family with a handprint sign would watch over you while they...
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