Sign & Digital Graphics

November '17

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S I G N & D I G I T A L G R A P H I C S • November 2017 • 25 sions. Once you meet for the first time and you gather facts, don't go away for weeks and come back with art and a pro- posal to sign. That's too big of a decision to make and can cause the customer to pause, and maybe go shopping. Inclusion—Make the customer part of the process. They want to be included in plans and conversations. They want to feel a part of the team. They want to be involved in their project. They want to give input. So, ask for it. Give them a chance. Be Flexible—Meet and talk on the cus- tomer's terms. Meet twice or more if needed. Let them be the boss and you be accommodating. Being flexible should extend from you to the company, with limits. Options—Find out what you think they want then present a variety of solutions in a range of pricing. Suggest things they might not have thought of. Be Proactive—Being proactive does not mean others will be. You make others proactive by pushing them to do what you want or need them to do when you want or need them to do it. Creative Persistence—Many salespeo- ple are persistent. But not many go to the extreme to be creative about it. Creativity takes work, but it makes you stand out, and people usually pay attention to tactics they can respect or admire. The Proposal—I hardly ever present a proposal until it becomes a formality at the end of the process. By then all the customer needs to do is sign the docu- ment, and they mostly understand all the details already. If you give it first, or up front, or when you present your first round of art, expect the process to slow down from that point. Don't Sell—People smell "the sale" from a mile away. So even though the role and title apply, act more like a professional consultant helping the customer get what they want rather than selling to them. Bring them solutions, not sales. Multiple Touches—Use all the senses if you have to. Or at least mix things up. There are many ways to stay in touch and touch base with a customer today. If you reach out five different ways instead of sending five emails, you'll have a better chance at getting the customer who went silent to say something. Drop Ins—I hate drop ins. But they are effective. I hate dropping in on others. But I do it. I just make sure when I do that I'm on their terms and don't expect anything in return. I make these visits short and to the point. When in an area, use that opportunity to strategically drop in and in order to cultivate the personal relationship. Push for What You Need—Don't settle for people being too busy to get you what you need faster than they would on their own. Rules of Two—Two weeks feels like two months. If something can be done in two days, don't take two weeks. If it takes two weeks, be done in two weeks, not two months. Production might take two months, but the time it takes to do things in those two months fall into two categories mostly; two days or two weeks. with equipment, technologies and products For more information, visit: THENBMSHOW.com or call 800.560.9941 Get

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