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“Situational Selling”* is a term we use to describe opportunities for inkjet printing that come and go every year. This is another in a series of ideas to help you identify sales opportunities. It should not surprise you to hear most retail-based organizations and companies earn the bulk of their income during the holidays. For them, the stakes are high. If they get their marketing message or approach wrong, devastating results could push them over the edge, especially this year. Understanding the retail world is important if you are thinking about taking advantage of this Situational Selling opportunity. You might’ve noticed your own mailbox filling up with catalogs. When the Internet was first a thing, it was popular to eliminate the catalog altogether in the hope that people would simply find you online. Nope. Today, companies understand fully the need to show their wares. This represents a good opportunity for you and your inkjet printing capabilities. What do you have in your …

When a prospect is really engaged with your company and services, and is ready to become a customer, an essential way to get them to convert is to show them what you can do. Call it a demonstration. Its greatest strength is exhibiting your expertise in order to seal the deal. But how, you may ask, can a printing company offer demos? Don’t demos sound like something a software or technology company might offer, where customers can “try out” software and see if it’s right for them? Well, there are various forms of demonstrating your skills, and here are some thoughts. First, what are demonstrations? They’re really just examples of what you as a company or service can do. You can certainly invite your hottest prospects into the shop, give them a tour, and demonstrate how variable inkjet printing can super-charge their direct mail and other needs. Seeing is believing, and in-person demonstrations of current jobs can definitely be compelling to someone on the cusp of becoming a customer. …

If you want to become a more confident communicator … don’t sabotage yourself with this one mistake:  Preparing your thoughts incorrectly. Very few people can just speak of the cuff and sound polished. Most of us have to jot down our thoughts prior to a presentation or meeting. But the mistake comes when we write everything down word for word. Often I work with clients who will hand me paragraphs of what they want to say … down to the correct punctuation marks and capital letters. They think by crafting everything start to finish, they’ll be more prepared. Wrong. Instead all they’ll be is more robotic and less relatable. Here’s why: When we write down what we want to say in full sentences or even paragraphs, we become married to those words. Our brain becomes bogged with having to memorize an entire script and we come across as if we’re reading out loud instead of speaking conversationally. Think of the cadence of a third grader reading a story out loud. Now think about that same kid …

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“Situational Selling”* is a term we use to describe opportunities for inkjet printing that come and go every year. This is another in a series of ideas to help you identify sales opportunities. We’ve given you several ideas for situational selling opportunities. Here are a few more: Automobile dealers target specific times during the year to have special sales. Take Presidents Day, for example. This has somehow become a national holiday for the car business. Then there’s Spring Clearance, Memorial Day, Summer Sales Event, Fall Specials, and on and on. Did you know one in three people who test drive a car, buy a car? This is why car salespeople are so anxious to get you behind the wheel. Keep that in mind as you are formulating your sales pitch. Churches have membership drives that coincide with back-to-school. Families tend to return to the flock at the same time their kids are returning to the classroom. Dealing with the church is not always easy, given the fact that decisions are …