The Gifts of Sales Failure Make it Simple: Adapt, Evolve or Die
Well, you blew it. At least that’s what your boss just told you. Maybe it was a new client you thought you had in the bag, and they decided to go with another printer. Or you lost a long-time client because you fell asleep at the switch and someone else swooped in and stole them […]
THREE 30-Day Challenges You Can Start TOMORROW
Challenges are all the rage these days. There was the Ice Bucket Challenge, there is the Whole 30 Diet craze and even multiple challenges on Facebook where you post your favorite albums every day for 30 days or post a moment of gratitude every day for 30 days. Which got me thinking…. Why couldn’t we […]
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 […]
Four Love Letters to the Printing Press, from Historical Figures
Love Letter #1 – From a Monastic Scribe in the Middle Ages Dear Printing Press, A lot of people might think that I’d be mad at you, what with you putting me out of a job and all, but I’m going to tell you the God’s honest truth. Working from dusk til dawn 6 days […]
2018: The Year of ….
The January post in Printerverse-land is usually a “looking toward the future” or a “predictions” type of post. This year, I am going to stay with the general idea of that theme, but switch it up a little bit. Depending on your age (or state of mind) I want you to pretend that I am […]
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. […]
Embracing The Freedom and Power of the Terrible
A lot of people have a lot of opinions on fear. Some say it is a great motivator. Others will say that you should never let it guide you. There is no denying, though – most of us do experience fear of SOMETHING at SOME point in our lives. Being afraid, or worried, about something […]
Order Up! 3 Ways to Serve Fresh Digital Print to Local Restaurants
I recently spent some time with HP at Interpack 17 in Germany (watch the videos!). As usual they had a plethora of products and services that are wowing the packaging industry and pushing the packaging envelope way beyond the corrugated box. It’s really cool to get a glimpse of where the “package” is heading, and the huge […]
Dear Best Client, Ever: An Open Letter to Inspire Your Greatness
In my illustrious 7- year career as a consultant/coach/headhunter/social media ambassador/advisor to the C Suite/Chief Bottle Washer and Overall Team Player, I have been fortunate to work with many awesome graphic arts companies from sea to shining sea. I have met with all different kinds of companies, all kinds of managers, CEOs, and sales people. […]
How to Build a Winning Sales Process Around Customer Data
Every year I hold a deep data dive with my clients, and we focus on their ideal customers. We want to see who or what sends us our best customers and which factors influenced the sale. Once we know that, we can build a sales process so we can successfully close a higher percentage of […]
2017 Print Buyer Survey Says: When it Comes to Driving Print Sales, Stay in Your Lane
Greetings Citizens of the Printerverse! As promised in my post last month I will be rolling out 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, then come back to this post to absorb the information in context. Normally I would put a […]
Ask These 3 Questions to Drastically Improve Future Print Sales
There are three questions to ask new customers that will DRASTICALLY improve your print sales. You must learn to ask “How, what and why” in your sales conversations. HOW: Let’s start with the first one, the door opener. If we’re feeling shy about this process, it’s certainly not prying to ask: “HOW did you find […]