Print Sales Call

March 11, 2009 | Link This | Email this | Comments (0)

Over the course of the March Sales Challenge, a participant is likely to have a day where the agreed-upon sales goal is not met. Typically, the participant claims to be too busy. Now, for the lone rep who has challenged herself to make 15 calls a day, I think I could understand. That's a lot, especially if you get lucky and the client picks up the phone. But for the rep who is aiming for 2 calls a day, I dunno that I hand out a Mulligan. Come on, 2? You're telling me that you are too busy to make 2 phone calls? I don't care if you pick up the phone at 8 pm or 5 am, even a voicemail message to two people at those off hours can be achieved.

Suddenly, I feel like Neidermeyer in Animal House: "You are ALL worthless and weak. Now drop and give me twenty."

This program brings out all strengths and weaknesses. There really is no place to hide. ...Read More

March 8, 2009 | Link This | Email this | Comments (0)

There are many things I love about being independent and in business for myself. Wearing blue jeans and UGHs all day is one bonus. Throwing the softball with my daughter at 2:30 p.m. everyday is another. But the thing I like the most is when I get an idea and don't have to run it by anyone to test it out. Case in point...

A couple weeks ago I came up with the idea to hold a 30-day Sales Challenge. The concept was to charge a nominal fee ($97) for a program that establishes daily sales goals and holds participants accountable for reaching those goals. Simple. I sent out a couple of emails and said to my sales rep, Kelly, "Hey, if we get 10 people to sign up, I'd be thrilled." Well, we got 10 alright. The first day. I was shocked at the reception this idea received, and suddenly a new energy flowed into the program as people really started getting excited.

February 27, 2009 | Link This | Email this | Comments (4)

I'm certain that you all have had those days (or perhaps even weeks) where you can't get anyone on the phone, and those you do get either hang up, put you off, or tell you to call someone else. It's a difficult stretch to go through and especially difficult when it happens day after day, week after week. Twenty-eight years in sales have given me many such stretches. That's what makes the good periods so special...

I had a "career" day on Wednesday, one of those times when every call brought in a new customer. Yesterday, the trend continued as I nearly equalled the volume from the day before. And just to prove that success begets success, I bought a lottery ticket (which I never do!), and it hit for $100. I went to bed laughing. Crazy. Just crazy.

This experience reinforces my already inpenetrable belief that if I can keep my a...Read More

February 25, 2009 | Link This | Email this | Comments (0)

This is a familiar story:

"I really had no business succeeding. In fact, it's a minor miracle. I knew nothing about sales. When I looked around the office, I saw success everywhere but in the mirror. It was a very difficult time for me. Every morning I'd come in to the office and try to pysch myself up for the day. Every night I’d leave the office defeated. I’d think, 'Sales sucks. I quit!' only to wake up the next morning and say, ‘Well…'"

This story is familiar not only because I’ve heard it come from the lips of others, but it is mine as well. The “natural born salesman” label is BS. You can be a good talker and even look the part, but it takes training to develop the skills necessary. Call it the “Warren Harding effect.” You know that story, right? He was made president by the political machine be...Read More

February 21, 2009 | Link This | Email this | Comments (1)

The story I wrote about Paula Smith from Curry Printing in Baltimore pointed out that it doesn't take a huge and innovative set of skills to grow in this econom. What it takes is a steady sales efforts focused on the most likely targets. You don't need to be a Rocket Surgeon to follow the logic....but then why aren't more people following the logic and actually doing it?

My friend Becky, a printer from California emailed me at the end of December and said, "You've made me realize that I have been neglecting my most basic and important function: Sales!" She continued, "This economy has essentially pulled back the curtain on the fact that we've been complacent as an industry, relying on business to come to us instead of the other way around." Now, that might not be true for everyone, but I can see her point and I think what she says is true...for Becky.