What to Do When the Sales Prospect Goes Dark
Printing company salespeople ask me about a common situation these days: GHOSTING. “What should we do if the sales prospect stops talking to us after we deliver the quote?” Ah, the prospect who “goes dark.” Also known as “ghosting,” going dark is when someone ends a relationship by suddenly and inexplicably cutting off all communication. The […]
Your Clients are Hungry. What Are you Feeding Them Besides Sales?
I was fortunate enough to get to attend a recent Project Peacock event in NYC earlier this month and I have a whole bunch of takeaways for you, but the one I want to focus on today is this: PEOPLE OUT THERE ARE HUNGRY TO LEARN NEW STUFF! The reason that I know this is […]
Tales From The Trail: #ProjectPeacock Saddles Up for Digital Print in Austin, Texas
After successful meetings in 2017 with over 300 professional print buyers and creatives in NYC, Chicago, and the San Francisco Bay Area, Project Peacock saddled up and launched our 2018 tour last week in Austin, Texas. Me and my Peacock partners Canon Solutions America, Domtar Paper, Scodix and Miralupa, had 3 fantastic days of visits sharing printspiration with […]
Tapping Into the Millennial Mindset to Drive Print Profitability
Often confused with Generation Z teens, the last birth year for millennials was 1996. In 2018, this makes them 22 – 37 years old. And they are today’s business buyers. They didn’t know life before the Internet and grew up with information at their fingertips. Which explains why over a third of millennial buyers expect […]
5 Reasons Why Printers Will NEVER Get Inside an Advertising Agency
Greetings Citizens of The Printerverse. It’s me… though today I’ve swapped-out my Intergalactic Ambassador antennae for my Print Buyerologist hat while I am writing this post. We are 41 days into 2018 and I have been keeping track of the meaningful vs. meaningless marketing material and “cold-call” emails from printers and suppliers that flood 4 […]
How Many Printers Does It Take to Print a Light Bulb?
Q: How many Printers does it take to print a light bulb? A: You don’t know, you don’t print light bulbs… right? Because anyone can print a light bulb. You don’t want to be in the light bulb business. If you are, then you compete with everyone – including online discount light bulb printing factories. […]
2017 Survey Says: Print Buyers Need Time and Have Money
Greetings Citizens of the Printerverse! This post is about results from my 2017 Print Buyer Survey. The survey background info can be found here. If you haven’t read it please do that first, it will be helpful. Additional results can be found in this post: 2017 Print Buyer Survey Says: When it Comes to Driving Print Sales, Stay in […]
Color, Quality and Consistency: 2017 Print Buyer Survey Results Are In
For the past two years I have sent out some poignant questions to the print buying community with two goals in mind; first and foremost to find out what they care about, and second with my Print Buyerologist hat on, help printers and suppliers understand what they care about, in a manner that will resonate. The […]
Turn Summer Friday’s Into Win/Win Days With Your Customers
I was recently elected to the Board of The Advertising Production Club of NYC (yes WOW, I know!) which has brought me back deep into the agency world. It’s already been amazing reconnecting with people I’ve worked with and making new connections in the short time I’ve been involved. Last week during a call discussing plans for upcoming […]
#UKvUSA: Do Print Buyers Care About Social Media
Welcome to #UKvUSA – my monthly blogging duel with TEAM UK’s Matthew Parker. If you have been following along you can skip right to the post… and if you are just joining us, here is some background… Matthew and I haven’t always seen eye to eye when it comes to Print Buying. He comes from the […]
#UKvUSA: What Investments Matter to Print Buyers?
Welcome to my monthly blogging duel with TEAM UK’s Matthew Parker. If you have been following along you can skip right to the post… and if you are just joining us, here is some background… Matthew and I haven’t always seen eye to eye when it comes to Print Buying. He comes from the UK procurement […]
#UKvUSA: Stop The Presses!
Welcome to my monthly blogging duel with TEAM UK’s Matthew Parker. If you have been following along you can skip right to the post… and if you are just joining us, here is some background… Matthew and I haven’t always seen eye to eye when it comes to Print Buying. He comes from the UK procurement […]
