Mark's Blog

Prospecting - Be "pleasantly persistant"

2010-12-16T11:57:00.000-08:00

The art of prospecting for new sales is an ongoing cycle. Below are tips that we need to follow:
1) Be "pleasantly persistant", don't assume it is a "no" until they say it's a "no". Keep at it and be vigilant in your efforts
2) Use all forms of "touches" to prospects: E: mail, letters, voice, and visits and spread these within a few days of each other - not weeks or months
3) Do research on the companies you're trying to sell to - become a problem solver, with ideas to share
4) Don't try to sell "print", or anything else you're marketing. Focus on how you can save the customer time, not just the almightly $$
5) Use testimonials whenever possible
6) Differentiate yourself from your competition. Ask questions, and don't assume buyers are happy with their current customers - BE PLEASANTLY PERSISTANT!
7) Always end your communications with "next steps", letting your prospect client know what you intend to do in future
8) Friday afternoons as a GREAT time to make sales calls - don't book a tee time, keep working!
9) Try calling on customers 10 minutes before the hour - alot of prospects start "meetings" at the top of the hour
10) Adding a "PS" on your communications is a great idea, along with taglines on your E: mails, atttention is drawn to these on the bottom of your E: mails, letters, etc

GOOD LUCK AND KEEP PROSPECTING. A good prospect list should have well over 100 active prospects.

Are you doing business the same as a year ago?

2010-05-26T14:25:00.000-07:00

That's a very good question, and one that really rings true in the printing industry today.......flexibility and always "reinventing" yourself is the rule here at Record Printing. From variable data digital color printing, providing full mailing services, and offering PURLS (personalized websites) on digital pieces, RPC is always adding services to our printing stable.....and yes, we still continue to pump out thousands of offset custom forms work each day.

PRINT IS GREEN - Did you know?

2010-03-04T06:37:00.000-08:00

IN 2008, more than 57% of paper consumed in the U.S. was removed for recycling - more than any other material.

While less than 10% of U.S. power comes from renewable sources, for the pulp and paper industry that number is more than 60%

The average person uses 440 pounds of paper a year which requires 500 KWH of electricity to produce, the same amount of electricity that will keep just one computer running for five months.

TO DO OUR PART AT RECORD PRINTING........we used soy-based inks, along with environmentally responsible carbonless paper products.

I'm just the messenger.........

2010-02-16T07:38:00.000-08:00

I'm just the messenger............paper prices have been very affordable over the past year, but all good things come to an end regarding price increases. Next month, carbonless and security grades will be increasing a couple percentage points. We know more than ever price TALKS, and we'll continue to do our very best at Record Printing keeping costs low as we all wait for this very unpredictable printing economy to improve. Thanks for the continued business - mark - record printing

Sales Manager - Record Printing Company

2009-10-22T08:18:00.000-07:00

While attending the PSDA show in Chicago last week, we heard much "buzz" regarding the recession, digital print being the new "rage", etc. But when the smoke clears, being a service provider in the print manufacturing business, it all boils down to SERVICE. Knowing your customer's business, and providing print services and products that helps him/her service their customers has and will continue to be the focus. Being the "low bidder" continues not to be the approach needed in these times - SERVICE FOLKS!!