I Want Your Feedback!

Hi All,
I'm in the process of designing a postcard that I will send out to my prospects. I just got flat-out bored with the letter I had been sending, and decided to spice it up a little. Like I mentioned, this is just Draft #1, so any feedback you could give would be much appreciated!

Thanks,
Kyle

Does 'Going Green' Mean Going Paperless?

Hi All,
I was forwarded this article by a colleague. It's a great resource for anyone who is involved with printing and is moving toward a 'green' direction. Enjoy!

Letter to the Industry: "Don't Print" isn't "Going Green"

In Your Face!

One of the more important lessons I've learned so far during my stint in sales is that it's all about the face time. I try and get out to meet with my prospects and clients as often as I can.

-"John, I've got your quote, mind if I drop by and go over it with you?"
-"Steve, I've got proofs ready for you, when do you want me to stop by?"
-"Lisa, the job looks great, I've got some samples for you. Mind if I swing by with them?"
-"Alex, my baby just rolled-over on his own. Can I stop by and tell you about it?"

Ok, that last one is a bit of a stretch, but you get the idea. There is nothing more important than showing your face around those you want business from; I truly believe that the more people see your face the more they begin to trust you and that's ground for a relationship, baby! And besides, when you get your quotes all ready, attach them to your email, and hit send, how easy is it for the prospect to take a look at it, get confused over pricing or some other issue, and hit delete? In this digital age, way too easy. Imagine how your chances could improve if, when your prospect has a question over the pricing, you are there to explain it to them and work through that process.
Tip of the day: Pop those pimples, pluck those brows, and show your face!

Ice-Cold Call

Here's how it went down:

Me: "Good morning, Mr. Jones, this is Kyle and Bridgetown Printing and I'm calling to follow-up on the letter I sent you a few days ago."

Him: "Hahahahahahahahahuuuuuh!"

Silence

Me: "Did you happen to receive the letter?"

Him: "Hahahaha! Some sales call!" (sarcasm noted)

Me: "I'll take that as a yes?"

Him: "Hold on, I think I got it right here."

At this point, Mr. Jones is still on the other line (I can hear him rustling around), but we remain absolutely silent for about three minutes! Finally, I say...

Me: "You know, Mr. Jones, if you're having trouble finding it, I can summarize it for you quickly."

Him: "I knew it! I knew I could get you to talk! That was my test!"

I'm realizing what's going on here. Either this guy is just flat-out rude or he's trying to have a little fun with me. At this point, I decide to not let it get to me and have some fun back.

Me: "Oh? looks like I jumped the gun."

Him: "Nah, it happens. Tell you what, I'm with a client right now, I'm gonna have to call you back, and I will call you back."

Me: "You promise??"

Him: "Yeah, I got your info right here...it says 5200 Channel Street..."

Me: "Actually, that's 5300 Channel Avenue!"

Him: "Sure, sure, I'll call you."

And you know what, he did call the very next day. By that point I could have sworn he was a completely different person. His demeanor was relaxed and somber, and he spoke with a deliberate authority. I got turned down for a meeting, but this one will forever go in the books as one of the strangest cold-calls of my life!

Just Stop Talking!

This picture is the result of a recent excavation; archaeologists were astounded when they unearthed the planet's first salesman! This picture cracks me up. I'm sure you can figure out what's going on here. I think all too often as salespeople, we live under this false pretense that we always have to find an answer. Someone asks a tough question, we don't want to look like a fool, so we make something up...usually it comes to stab us in the back later on! I've been in several situations, usually while cold calling, where I feel this intense need to fill the silence, so I just talk. Why do I do that?! Am I afraid of silence? Do I think the other person is expecting something of me? The bottom line is that silence can often be a good thing. I've often been told that while on a cold call, after making a statement simply be quiet. Check this out. Let the other person simmer on the words you just uttered. Often you will find that they will provide more information that way, when they actually have a chance to speak.
Now on to the subject of talking out of your...you-know-what. One of the worst things you can do as a salesperson is lose your authenticity. These days, consumers are smarter, pickier, and more demanding. They don't fall for those quick, cheesy gimmicks anymore. And it's for this reason that they have their eyes out for the truth. What will really save me the most money? Who is going to give it to me straight? How will I know that my investment in marketing will pay off? The best thing you can do is be the one voice of truth that is honestly looking out for their best interest.
Tip of the day: Don't make it up! If you don't know, tell them that and then go find out the answer!

Bridgetown Printing: The Movie

I've Been Framed!

As part of my shipping rotation in early 2007, I was asked to handle the packing and shipping of a new project we started in that February. The project was unique because they were variable photographs that were printed digitallyand framed, and then each picture was sent out to real estate investors depending on the property they invested in. Since each picture had to match the appropriate person and property, the most important aspect of the project was to ensure that each investor received the correct photograph, and that the photo matched the pre-printed shipping label. I handled a project very similar to this when we printed custom-made calendars for a computer company, so I was planning on using very similar methods, such as pairing up the shipping labels with the framed photo beforehand.
To accomplish this task, I was given a crew of three people, two of which speak only Spanish and one who cannot speak at all, so needless to say the way I communicated to them had to be effective! Much of my communication was shown through example, such as going through the process myself while they watched, and then watching them while they tried it once. Throughout the two days that we worked on this, we packaged nearly 400 frames and shipped them to about 300 individuals.
Looking back on how things ran, I would say that the project was very successful. The only difficulty we encountered was that about five packages were sent out that had a P.O. box address, and FedEx does not deliver to P.O. boxes.
One of our most commonly used supplies for the project was the bubble wrap that secures the frames in each box, so one way that I made this more cost effective and efficient for Orange County Printing was to research various suppliers and see who has the least expensive product.
The reaction I received from both Tarek (President) and Miguel (CEO), as well as the Account Manager, was of gratitude because I was able to handle the project with such efficiency. The main reason for this is because the estimators quoted the labor portion of the job at four frames packaged per hour per person, when we were actually able to average about ten an hour.

3, 2, 1...GO!

For the past three years (my how they seem like longer than three!), I have been intensively training in the printing industry in preparation for a career in sales. I was recruited by Consolidated Graphics for their Leadership Development Program during my senior year of college as a Graphic Design major. The three-phased program involves spending time out in production (bindery, press room, shipping, fulfillment), management (planning, estimating), and finally sales (sales!).
Why, might you ask, would you devote three years of your life to learning every intricacy of the printing industry?? Great question, and the answer is: I'm crazy! No really, my passion is coming alongside other people and helping them solve their problems and to make their lives easier. I guess you could say this is a great medium for that. Having an extensive knowledge of both the graphic design industry and printing industry allows me to be a link that is, quite often, missing from the puzzle. All too often, the lingo gets messed-up, communication gets confusing, and people get frustrated. I'd like to say that I do a pretty dang good job of being upfront and honest with clients, and being a resource for them.
As a rookie in the sales biz, I'm hoping this blog will be a constructive forum for me to share the ups, downs, and in-betweens of my foray into the world of printing sales. Please feel free to leave any comments and I appreciate any advice you would have to give!