10 Ways to Keep Your Best Clients
We extend a special thank-you to Leslie Groene, President, Groene Consulting, for contributing this information. Leslie is a keynote speaker at the 2014 Print Leadership Summit. “Treat others as you like to be treated.” This little piece of fundamental advice our mothers gave us can be a giant step to success, and it applies to the business world as well. Sales can pose a huge challenge to many printing and graphic arts companies whose best clients can easily take their business elsewhere. So what is a key way to make them stay? One answer is exceptional customer service. Offering engaging, customized service that focuses on the customer allows you to stand out from your competitors, gain your clients’ trust, and ultimately increase your sales. Your sales team is one of the “necessary pillars” of the print business, as Leslie Groene explains in her keynote session, “Does Your Business Have the Right Pillars in Place?” at the first ever Print Leadership Summit, June 2–3, 2014. The job of your sales team is to prospect and develop and maintain profitable relationships with clients. Help them not only reach your top clients, but hold on to them with these 10 best practices: 1. Do your daily and weekly homework and stay current on all aspects of your product or services. Stay one step (or more) ahead and anticipate your client’s needs. Read about their business, their industry, and their products and services. A great way to gain a client’s trust is to understand the challenges they face and the environment they live in. 2. Go the extra mile in serving your client’s needs. To maintain or build stronger relationships with your clients, listen to their needs and follow through on all action items. Keep consistent communication and address any concerns the moment they arise. Best practices include sending handwritten thank-you notes and personally delivering proposals to your customers. 3. Deal with the challenge of cold calling. First follow any regulations regarding who you may contact and when, but also keep looking for more opportunities to reach out to potential customers. Some great ways to accomplish this are: Send a company newsletter. Call clients who would benefit from the latest update or technology. Network within your industry and community. 4. Determine who the real players are and find a way to get their attention. It may be easy to spot the movers and shakers in your industry, but how do you reach them? If you did your homework (see step 1), you can find the door to make a connection. What trade organizations are they involved in? Do they support any causes or groups? Find what interests them and place yourself in a position to reach them. Another option is to take the more direct approach and just tell them what your company can do for them. But remember to play the odds and only pursue those that you feel would see potential in your offer. 5. Fall in love with people, not projects. It’s easy to get personally involved in certain projects, but keep your ROI in mind. Assess if the time, money, and effort you’re putting into a project will pay off. It’s important to remain objective—for you and your clients! Your responsibility, to your client and yourself, is to...
read moreHow to “Be a Leader in Every Way” and other Winning Advice from NFL Coaches
Look back at all of the great mentors who have influenced you—bosses, coaches, professors. Though sometimes challenging, they teach us to achieve higher, go further, and surpass our goals. True team leaders inspire us throughout our careers and throughout our lives. Anthony Griggs learned from some demanding coaches as an NFL professional. And it was these high standards that inspired him to become a leader as a Director of Player Development for the Pittsburgh Steelers. Now Griggs shares his most important lessons learned in leadership—foundations that apply everywhere from the playing field to the board room. Here he discusses some of his most inspiring mentors, the lessons he’s learned, and how business leaders can apply them. Inspiration: Coach Dick Vermeil, Philadelphia Eagles Lesson: Being a leader is about more than just working hard. When I was drafted by the Philadelphia Eagles, all of the team members were gathered at training camp. As we were seated in a room, theatre style, Coach Dick Vermeil entered the room and began to speak to us. I certainly anticipated a motivational speech filled with Coach Vermeil’s high expectations. Notepad in hand, I was ready to jot down the list of things that I needed to do to stay on the team. But I was unaware that I was about to learn a skill I would draw upon through my entire career. Vermeil began his speech by recognizing all of the past players. He painted a picture of their characters—their devotion to the fans and dedication to hard work. He highlighted plays that team members made and what their efforts meant to the team as a whole. I remember him speaking of Bill Bergey, the great Philadelphia Eagles linebacker and, as we learned, a great inspiration to the team as well. Bill had a knack for communicating with people, Vermeil described. He was able to say things to the players that resonated with them. He could make that personal connection that rallied their spirits and motivated them to succeed. Coach Vermeil talked for over an hour about former Eagles. The other players and I listened intently to so many uplifting stories, so many glorious moments. Then it hit me. All I needed to write down on that pad of paper was this one phrase: “Be a Leader in Every Way.” That was just as important as me working hard, learning plays, and performing well on the field. How can you be a positive influence? Look at each of your team members as an individual with their own different motivations. Recognize individual employee contributions and how each has benefitted your company. Determine what drives a person and use that drive to help them reach their goals. For instance, if your employee wants to become a manager, lead them in that direction. Keep their eye on the goal and don’t lose sight of the big picture. Be a leader in every way by embracing the gifts of each employee. Inspiration: Coach Marty Schottenheimer, Cleveland Browns Lesson: Passionate people inspire passion in others. While playing with the Cleveland Browns, our coach, Marty Schottenheimer, had this uncanny way of looking each of us square in the eye, like he was searching to see if he could find “the gleam.” He always told us, “There’s a gleam, we got...
read moreHow to “Be a Leader in Every Way” and other Winning Advice from NFL Coaches
Look back at all of the great mentors who have influenced you—bosses, coaches, professors. Though sometimes challenging, they teach us to achieve higher, go further, and surpass our goals. True team leaders inspire us throughout our careers and throughout our lives. Anthony Griggs learned from some demanding coaches as an NFL professional. And it was these high standards that inspired him to become a leader as a Director of Player Development for the Pittsburgh Steelers. Now Griggs shares his most important lessons learned in leadership—foundations that apply everywhere from the playing field to the board room. Here he discusses some of his most inspiring mentors, the lessons he’s learned, and how business leaders can apply them. Inspiration: Coach Dick Vermeil, Philadelphia Eagles Lesson: Being a leader is about more than just working hard. When I was drafted by the Philadelphia Eagles, all of the team members were gathered at training camp. As we were seated in a room, theatre style, Coach Dick Vermeil entered the room and began to speak to us. I certainly anticipated a motivational speech filled with Coach Vermeil’s high expectations. Notepad in hand, I was ready to jot down the list of things that I needed to do to stay on the team. But I was unaware that I was about to learn a skill I would draw upon through my entire career. Vermeil began his speech by recognizing all of the past players. He painted a picture of their characters—their devotion to the fans and dedication to hard work. He highlighted plays that team members made and what their efforts meant to the team as a whole. I remember him speaking of Bill Bergey, the great Philadelphia Eagles linebacker and, as we learned, a great inspiration to the team as well. Bill had a knack for communicating with people, Vermeil described. He was able to say things to the players that resonated with them. He could make that personal connection that rallied their spirits and motivated them to succeed. Coach Vermeil talked for over an hour about former Eagles. The other players and I listened intently to so many uplifting stories, so many glorious moments. Then it hit me. All I needed to write down on that pad of paper was this one phrase: “Be a Leader in Every Way.” That was just as important as me working hard, learning plays, and performing well on the field. How can you be a positive influence? Look at each of your team members as an individual with their own different motivations. Recognize individual employee contributions and how each has benefitted your company. Determine what drives a person and use that drive to help them reach their goals. For instance, if your employee wants to become a manager, lead them in that direction. Keep their eye on the goal and don’t lose sight of the big picture. Be a leader in every way by embracing the gifts of each employee. Inspiration: Coach Marty Schottenheimer, Cleveland Browns Lesson: Passionate people inspire passion in others. While playing with the Cleveland Browns, our coach, Marty Schottenheimer, had this uncanny way of looking each of us square in the eye, like he was searching to see if he could find “the gleam.” He always told us, “There’s a gleam, we got...
read moreGetting Started: Automation Solutions to Differentiate Your Company
With rapid technological advances in recent years, we in the graphic arts industry are all trying to adapt to a changing market. Today it’s all about the customer experience. Clients demand accurate work and fast turnaround. Thanks to many new technologies, companies are able to differentiate themselves with the efficiency and high quality attainable only through automation solutions. “You can’t manage what you don’t measure.” This idea, in a nutshell, is what automated job management allows. You need to measure key metrics like throughput, inventory, expenses, and customer satisfaction to better manage and control your operations. Progressive companies, like our speakers from Classic in Charlotte, NC, and DME in Daytona Beach, Florida, have systems to track these metrics and quantify their impact on performance, production workflow changes, and the effectiveness of the messaging they are providing their customers. Automated systems provide the most reliable data. So how do you begin improving your process and embracing an automated system? Here are answers to some of the common questions about implementing new automated technology in the production workflow. My company wants to optimize our job workflow to cut costs and increase production and quality. How do we get started? To get the greatest ROI, first take the time to look at each individual step in your workflow, from how your company acquires customers to how products are delivered and invoiced, and assess how an automated system will fit in. Go for low-hanging fruit—those areas that cause the most issues or bottlenecks. Once we have studied our current workflow, what automated solutions are available to track jobs throughout our facility? Tracking and connectivity can include JDF and JMF messaging, shop floor data collection, or a direct machine interface. These selections may be fully integrated into an MIS or a standalone third-party system where you decide how integrated it is with your existing production workflow. How do we choose between a fully integrated MIS vs. a third-party automated solution? Each choice offers its own advantages and disadvantages, depending on the specific needs of your facility. The important factors you need to consider when choosing are 1) the workflow circumstances within your shop, 2) any existing automated workflow systems, and 3) the greatest waste origins like production facility bottlenecks. What benefits does an MIS offer? The benefits are limitless, but mainly it increases efficiency and profitability for your entire operation when well implemented. As the sophistication of the MIS increases, the ability to collect and track job data becomes more refined. What are some of the biggest advantages of embracing automation? There are multiple advantages of using automation, and some of them are summarized below: Tracking job performance metrics allows you to better manage expenses and inventory. It increase throughput, customer satisfaction, and, ultimately, profits. Managers are aware of a job’s status at any given time. They can use it to inform decisions like taking on new jobs and adjusting production schedules. Managers have a sound basis for benchmarking operational performance and making more informed business decisions. Providing metrics on the effectiveness of the campaigns creates an intimate relationship with the customer and helps justify a supplier’s role in those campaigns. Is your company ready to embrace a new automated workflow or upgrade an existing system? Join the 2014 Automation Solutions Network Meeting, February...
read moreGetting Started: Automation Solutions to Differentiate Your Company
With rapid technological advances in recent years, we in the graphic arts industry are all trying to adapt to a changing market. Today it’s all about the customer experience. Clients demand accurate work and fast turnaround. Thanks to many new technologies, companies are able to differentiate themselves with the efficiency and high quality attainable only through automation solutions. “You can’t manage what you don’t measure.” This idea, in a nutshell, is what automated job management allows. You need to measure key metrics like throughput, inventory, expenses, and customer satisfaction to better manage and control your operations. Progressive companies, like our speakers from Classic in Charlotte, NC, and DME in Daytona Beach, Florida, have systems to track these metrics and quantify their impact on performance, production workflow changes, and the effectiveness of the messaging they are providing their customers. Automated systems provide the most reliable data. So how do you begin improving your process and embracing an automated system? Here are answers to some of the common questions about implementing new automated technology in the production workflow. My company wants to optimize our job workflow to cut costs and increase production and quality. How do we get started? To get the greatest ROI, first take the time to look at each individual step in your workflow, from how your company acquires customers to how products are delivered and invoiced, and assess how an automated system will fit in. Go for low-hanging fruit—those areas that cause the most issues or bottlenecks. Once we have studied our current workflow, what automated solutions are available to track jobs throughout our facility? Tracking and connectivity can include JDF and JMF messaging, shop floor data collection, or a direct machine interface. These selections may be fully integrated into an MIS or a standalone third-party system where you decide how integrated it is with your existing production workflow. How do we choose between a fully integrated MIS vs. a third-party automated solution? Each choice offers its own advantages and disadvantages, depending on the specific needs of your facility. The important factors you need to consider when choosing are 1) the workflow circumstances within your shop, 2) any existing automated workflow systems, and 3) the greatest waste origins like production facility bottlenecks. What benefits does an MIS offer? The benefits are limitless, but mainly it increases efficiency and profitability for your entire operation when well implemented. As the sophistication of the MIS increases, the ability to collect and track job data becomes more refined. What are some of the biggest advantages of embracing automation? There are multiple advantages of using automation, and some of them are summarized below: Tracking job performance metrics allows you to better manage expenses and inventory. It increase throughput, customer satisfaction, and, ultimately, profits. Managers are aware of a job’s status at any given time. They can use it to inform decisions like taking on new jobs and adjusting production schedules. Managers have a sound basis for benchmarking operational performance and making more informed business decisions. Providing metrics on the effectiveness of the campaigns creates an intimate relationship with the customer and helps justify a supplier’s role in those campaigns. Is your company ready to embrace a new automated workflow or upgrade an existing system? Join the 2014 Automation Solutions Network Meeting, February...
read moreQuiz: Lean Leaders in the 2014 CI Conference Tours
What do lipstick, and sheet metal, have in common? No, it’s not some college hazing stunt gone bad. It is all included in the range of exciting tours you can experience as part of the 2014 Continuous Improvement Conference in Dallas, TX. This year’s tours at Mary Kay Manufacturing and KARLEE get you in to see award-winning Lean manufacturing management and quality practices in progress. They will leave you so impressed you’ll be ready to “throw your hat over the windmill!” Although you may be familiar with these facilities (as well as some Texas colloquialisms) but you may be surprised by some of their most remarkable quality and manufacturing features. To give you a better look at what you can expect from these tours, we’ve put together this short quiz. So if you think you’re “as bright as a new penny,” take a shot at these stumpers. (Answers included below—but don’t peek!) 1. On average, Mary Kay Manufacturing’s 25 packaging lines produce how many tubes of lipstick? A. 7,000 B. 100,000 C. 25,000 D. 15,000 2. Recognized as an FDA-registered drug manufacturing plant, how many TimeWise®Day Solution Sunscreen SPF 22 can the facility produce in a typical 10-hour shift? A. 13,500 B. 25,500 C. 72,500 D. 18,500 3. Mary Kay’s commitment to consistent quality is evident in the number of different product and product component tests performed each year. With 100,000 analytical measurements of products, how many measurements of packaging components are performed each year? A. 50,000 B. 100,000 C. 250,000 D. 350,000 4. In what year did the President of the United States present KARLEE with the prestigious Malcolm Baldrige National Quality Award for their “best in class” quality? A. 2000 B. 2003 C. 2010 D. 2012 5. In this same year, KARLEE employed more than 500 team members who helped the company reach a revenue of: A. $500,000 B. $10 million C. $50 million D. $80 million 6. KARLEE uses ISO 9001-2000, TL 9000, and AS 9100 registrations to develop, optimize, and improve processes by following this approach: A. The Precision Sheet Metal Benchmarking Standards B. The Total Quality Management trilogy C. The KARLEE Quality Standards D. The Quality manufacturing Standards of Texas Answers: 1: c—The Mary Kay Manufacturing plant can produce a whopping 25,000 tubes of lipstick in a normal shift, in addition to 35,000 trays of cheek color and 50,000 bottles of body wash. 2: d— Mary Kay produces and distributes products classified as over-the-counter drugs, such as about 18,500 bottle of sunscreen. 3: c— 250,000 measurements of packaging components are performed each year at Mary Kay plus more than 1,000 stability studies on products and 300,000 tests on ingredients and finished goods. 4: a— KARLEE won the Malcolm Baldrige National Quality Award in the year 2000 and is constantly pursuing continuous improvement. 5: d— Also in 2000, KARLEE and its team reached the $80 million revenue mark. 6: b— With the Total Quality Management trilogy, KARLEE can drive continuous improvement through metrics analysis, root cause analysis, and closed loop corrective action. Learn more about the 2014 Continuous Improvement Conference, March 30–April 2, at the Fairmont Dallas Hotel, Dallas, TX. Tours may be added at the time you...
read moreQuiz: Lean Leaders in the 2014 CI Conference Tours
What do lipstick, and sheet metal, have in common? No, it’s not some college hazing stunt gone bad. It is all included in the range of exciting tours you can experience as part of the 2014 Continuous Improvement Conference in Dallas, TX. This year’s tours at Mary Kay Manufacturing and KARLEE get you in to see award-winning Lean manufacturing management and quality practices in progress. They will leave you so impressed you’ll be ready to “throw your hat over the windmill!” Although you may be familiar with these facilities (as well as some Texas colloquialisms) but you may be surprised by some of their most remarkable quality and manufacturing features. To give you a better look at what you can expect from these tours, we’ve put together this short quiz. So if you think you’re “as bright as a new penny,” take a shot at these stumpers. (Answers included below—but don’t peek!) 1. On average, Mary Kay Manufacturing’s 25 packaging lines produce how many tubes of lipstick? A. 7,000 B. 100,000 C. 25,000 D. 15,000 2. Recognized as an FDA-registered drug manufacturing plant, how many TimeWise®Day Solution Sunscreen SPF 22 can the facility produce in a typical 10-hour shift? A. 13,500 B. 25,500 C. 72,500 D. 18,500 3. Mary Kay’s commitment to consistent quality is evident in the number of different product and product component tests performed each year. With 100,000 analytical measurements of products, how many measurements of packaging components are performed each year? A. 50,000 B. 100,000 C. 250,000 D. 350,000 4. In what year did the President of the United States present KARLEE with the prestigious Malcolm Baldrige National Quality Award for their “best in class” quality? A. 2000 B. 2003 C. 2010 D. 2012 5. In this same year, KARLEE employed more than 500 team members who helped the company reach a revenue of: A. $500,000 B. $10 million C. $50 million D. $80 million 6. KARLEE uses ISO 9001-2000, TL 9000, and AS 9100 registrations to develop, optimize, and improve processes by following this approach: A. The Precision Sheet Metal Benchmarking Standards B. The Total Quality Management trilogy C. The KARLEE Quality Standards D. The Quality manufacturing Standards of Texas Answers: 1: c—The Mary Kay Manufacturing plant can produce a whopping 25,000 tubes of lipstick in a normal shift, in addition to 35,000 trays of cheek color and 50,000 bottles of body wash. 2: d— Mary Kay produces and distributes products classified as over-the-counter drugs, such as about 18,500 bottle of sunscreen. 3: c— 250,000 measurements of packaging components are performed each year at Mary Kay plus more than 1,000 stability studies on products and 300,000 tests on ingredients and finished goods. 4: a— KARLEE won the Malcolm Baldrige National Quality Award in the year 2000 and is constantly pursuing continuous improvement. 5: d— Also in 2000, KARLEE and its team reached the $80 million revenue mark. 6: b— With the Total Quality Management trilogy, KARLEE can drive continuous improvement through metrics analysis, root cause analysis, and closed loop corrective action. Learn more about the 2014 Continuous Improvement Conference, March 30–April 2, at the Fairmont Dallas Hotel, Dallas, TX. Tours may be added at the time you...
read more10 Inspiring ways to Reward Employees
Why is employee recognition important? It’s one of the most powerful recruiting and retaining tool. The Department of Labor reports that a reason why 64% of employees leave their job is because they are not recognized. So if you want to know the true measure of a company, simply count its number of satisfied employees! More graphic arts companies of all sizes are learning the value of putting their people first. When firms recognize employees for their achievements, their employees: Develop a clearer understanding of company goals. Are more engaged, productive, and motivated. Stay longer with their company. Are you struggling to come up with new ideas for employee incentives, or trying to get your incentive program up and running? We’ve put together this list of 10 inspiring ways to reward your employees that are low cost and low tech, perfect for small- and medium-size firms. But no matter where you work, when you put your people first, business success follows. Does your company have a great employee incentive strategy? Why not tell your customers and potential employees? Share how your company puts #PeopleFirst. We could choose your response to recognize on www.printing.org/HR along with your company name! Join the conversation on our Facebook and Twitter pages using #PeopleFirst. Watch the video to learn more! Provide training opportunities—Investing in ongoing employee development programs not only improves job skills and troubleshooting abilities but also contributes to professional and personal advancement (see Tip #2). Plus, cross-training gives employees more job security and your company greater flexibility. Promote from within—With the right skill sets, established and trusted employees can advance and fill other needs within the company. Inside promotions show management’s investment in its people. Reward across the board—When recognizing achievements, don’t just highlight that person who gets the biggest contract. Call out the team player who always lends a helping hand or the take-one-for-the-team player who worked overtime to finish a big project. On that note, Take time to highlight each department like prepress, admin, or customer service reps. The Employee Recognition Program gives special recognition weeks that coincide with industry milestones like Ben Franklin’s birthday (Press Operators, Assistants and Helpers Week in January) and the creation of the U.S. Postal Service (Mailers Week in July). A little “thank you” goes a long way! Incentivize profitable ideas—An idea that generates revenue, saves on costs, or increases safety is valuable. Show your employees that management listens to and encourages their ideas with awards and recognition. Recognize outstanding performance—When an employee goes above and beyond to do something that benefits the company, make a big deal about it. Success is contagious, and people remember the celebration that ensued for their good deed. Celebrate milestones—Do you have a loyal employee who has been devoted to your company for a number of years? Recognize them with a cash reward or personalized certificate. Endorse volunteerism and community relations—Why not give employees paid time to participate in organized volunteer activities (or, better yet, joining them in the activities!)? Show that you care about the community and the world beyond the company walls. Also, getting to see how your work positively affects others is a huge motivator. According to new reports, this is a key way to engage millennials (those born in the early 1980s to early 2000s—your...
read more10 Inspiring ways to Reward Employees
Why is employee recognition important? It’s one of the most powerful recruiting and retaining tool. The Department of Labor reports that a reason why 64% of employees leave their job is because they are not recognized. So if you want to know the true measure of a company, simply count its number of satisfied employees! More graphic arts companies of all sizes are learning the value of putting their people first. When firms recognize employees for their achievements, their employees: Develop a clearer understanding of company goals. Are more engaged, productive, and motivated. Stay longer with their company. Are you struggling to come up with new ideas for employee incentives, or trying to get your incentive program up and running? We’ve put together this list of 10 inspiring ways to reward your employees that are low cost and low tech, perfect for small- and medium-size firms. But no matter where you work, when you put your people first, business success follows. Does your company have a great employee incentive strategy? Why not tell your customers and potential employees? Share how your company puts #PeopleFirst. We could choose your response to recognize on www.printing.org/HR along with your company name! Join the conversation on our Facebook and Twitter pages using #PeopleFirst. Watch the video to learn more! Provide training opportunities—Investing in ongoing employee development programs not only improves job skills and troubleshooting abilities but also contributes to professional and personal advancement (see Tip #2). Plus, cross-training gives employees more job security and your company greater flexibility. Promote from within—With the right skill sets, established and trusted employees can advance and fill other needs within the company. Inside promotions show management’s investment in its people. Reward across the board—When recognizing achievements, don’t just highlight that person who gets the biggest contract. Call out the team player who always lends a helping hand or the take-one-for-the-team player who worked overtime to finish a big project. On that note, Take time to highlight each department like prepress, admin, or customer service reps. The Employee Recognition Program gives special recognition weeks that coincide with industry milestones like Ben Franklin’s birthday (Press Operators, Assistants and Helpers Week in January) and the creation of the U.S. Postal Service (Mailers Week in July). A little “thank you” goes a long way! Incentivize profitable ideas—An idea that generates revenue, saves on costs, or increases safety is valuable. Show your employees that management listens to and encourages their ideas with awards and recognition. Recognize outstanding performance—When an employee goes above and beyond to do something that benefits the company, make a big deal about it. Success is contagious, and people remember the celebration that ensued for their good deed. Celebrate milestones—Do you have a loyal employee who has been devoted to your company for a number of years? Recognize them with a cash reward or personalized certificate. Endorse volunteerism and community relations—Why not give employees paid time to participate in organized volunteer activities (or, better yet, joining them in the activities!)? Show that you care about the community and the world beyond the company walls. Also, getting to see how your work positively affects others is a huge motivator. According to new reports, this is a key way to engage millennials (those born in the early 1980s to early 2000s—your...
read more5 Reasons You Should Consider Focusing on Sales and Marketing RIGHT NOW
In today’s business world, using current sales and marketing strategies can be daunting. This article comes from guest blogger, Kelly Mallozzi, speaker at the 2014 BIA Annual Conference and contributor to the Success.In.Print. blog at PIworld.com. “It always seems impossible until it’s done” –—Nelson Mandela What a spectacularly simple quote from one of the world’s greatest, bravest, and most influential leaders. Viewing something as impossible often has to do with fear. Fear is what keeps us from acting. There are all kinds of fear—fear of the unknown and fear of rejection are just two. So here are five reasons to motivate you to get beyond your fear and take some action with regard to your sales and marketing efforts today. Your competition is doing it. There is someone out there right now who does what you do and thinks they can do it better than you. And they are telling that story all over town. In fact, they are telling it to your customers. Please don’t get outsold because you are complacent or comfortable. The world has changed. Technology is not only available; it is the preferred method of communication for entire generations of people. While that may seem scary, it is also a fantastic opportunity. You can use technology to communicate with huge groups of people at once very cost-effectively. Your customers expect it. Websites, blogs, and social media presence are all considered MUST HAVES for any business today. Prospects will notice your absence in the sandbox. It’s not as hard as you think it is. See the quote above—while it’s not exactly a piece of cake, much of social media participation just requires showing up and sharing your knowledge. It is more than worth it. Making sales calls, focusing on your target market, developing a multi-touch communications strategy—these will all pay off for you. I promise. Just go ahead and try to prove me wrong! After 15 years in selling print, Kelly Mallozzi is now a consultant helping printers of all sizes sell more. Kelly joins a lineup of influential speakers at the 2014 BIA Annual Conference. In her session, “Selling the New Technology Economy”, she shows conference attendees how to optimize technology, including social media, to drive sales through case studies, demos, and more. Register For the 2014 BIA Annual Conference at www.printing.org/biaconference, heldMarch 30–April 2, at The Fairmont Dallas Hotel, in Dallas,...
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