Bill Farquharson’s Print Sales Tip for the week of June 15, 2015

2017-05-08T15:00:26+00:00

Good morning! I am feeling the need to circle back on a troubling topic… well, troubling to me anyway… It has to do with, literally and figuratively, crossing your T’s and dotting your i’s. What I am referring to here is the practice of (tongue-in-cheek) writing good. I have long believed that the written word [...]

Bill Farquharson’s Print Sales Tip for the week of June 15, 2015 2017-05-08T15:00:26+00:00

Bill Farquharson’s Print Sales Tip for the week of June 8, 2015

2017-05-08T15:00:28+00:00

What happens when we regularly arrive late to an appointment goes well beyond the inconvenience of cutting into the client’s time. It sends the customer a message. There is an unintended side effect of making a phone call to a prospect from your noisy car while driving. You are saying more than, “I want your [...]

Bill Farquharson’s Print Sales Tip for the week of June 8, 2015 2017-05-08T15:00:28+00:00

Print Sales Tip for the week of May 4, 2015

2017-05-08T15:00:29+00:00

https://youtu.be/zdCAC5nth6E I don’t know about you, but there is no shortage of things to do in my life. So, when setting some new goals recently, I had to think really hard before adding, “Get fed” to the list. By “Get fed,” I mean, “Do more reading, learning, and creative thinking.” It means, spend some time [...]

Print Sales Tip for the week of May 4, 2015 2017-05-08T15:00:29+00:00

Print Sales Tip for the week of April 20, 2015

2017-05-08T15:00:31+00:00

https://www.youtube.com/watch?v=wRaBZoHVeOw Part of the Sales Challenge program that I run each month includes small group conference calls. Here, participants meet in teams of four or five and everyone brings one sales challenge to the conversation so that we can all provide input since we are all fighting the same fights. Having done hundreds of these [...]

Print Sales Tip for the week of April 20, 2015 2017-05-08T15:00:31+00:00

Print Sales Tip for the week of April 13, 2015

2017-05-08T15:00:33+00:00

https://www.youtube.com/watch?v=KZcDxwet_vo Tell me, on a scale of 1-10, what is your customer loyalty comfort level? That is, how confident are you that your clients will keep doing business with you? If “5” is the middle point, I suggest to anyone answering “6” or higher that you are far more susceptible to losing a client than [...]

Print Sales Tip for the week of April 13, 2015 2017-05-08T15:00:33+00:00

Print Sales Tip for the week of March 17, 2015

2017-05-08T15:00:35+00:00

https://www.youtube.com/watch?v=XJMA-qG7N4E To create a positive first impression, you send a prospect a formal business letter. Perfect! Well done, you. What a great way to use your own services and demonstrate the power of print. The letter is well written. It tells a little bit about your company, has an action statement (like “I will call [...]

Print Sales Tip for the week of March 17, 2015 2017-05-08T15:00:35+00:00

Print Sales Tip for the week of March 9, 2015

2017-05-08T15:00:36+00:00

https://www.youtube.com/watch?v=IofT5IBM3Lw I am so upset with myself! Recording last week’s sales tip, I completely spaced and forgot to talk to you all about the significance of this prospecting month and the next two. March, April, and May are three critical sales months. Because of the selling cycle being roughly 3 to 6 months, what you [...]

Print Sales Tip for the week of March 9, 2015 2017-05-08T15:00:36+00:00

Print Sales Tip for the week of March 2, 2015

2017-05-08T15:00:39+00:00

https://www.youtube.com/watch?v=9cM05hONYUg I live about halfway between Boston and Cape Cod. My house is off the beaten path and a bit in the woods. I’ll see if I can find out picture to share with you so that you have a visual. Back in late January we had a blizzard that dumped something short of 2 [...]

Print Sales Tip for the week of March 2, 2015 2017-05-08T15:00:39+00:00

Print Sales Tip for the week of February 23, 2015

2017-05-08T15:00:40+00:00

https://www.youtube.com/watch?v=9wyXqHTkNSg I know a guy who graduated from college as a Communications back major in the mid 80’s. He was not a patient young man. His vision was literally to drive a new BMW immediately. He saw himself as being successful right away and while he didn’t mind working for it, he didn’t want to [...]

Print Sales Tip for the week of February 23, 2015 2017-05-08T15:00:40+00:00

Print Sales Tip for the week of February 16, 2015

2017-05-08T15:00:41+00:00

https://www.youtube.com/watch?v=l5B0kE0EpVI One of my crazy daughters, Emma, is a roller coaster nut. She’s a big fan of Six Flags New England (which used to be called Riverside Park when I was growing up nearby) as well as Universal Studios in Florida and, of course, Cedar Point in Ohio. In fact, my all time favorite sales [...]

Print Sales Tip for the week of February 16, 2015 2017-05-08T15:00:41+00:00