Blog
Targeting Your Ideal Customer
If you are going to successfully sell you products and services, you first must figure out who wants them. Sorry to say but not everyone is going to need or even want what you’re selling. So, rather than waste time trying to sell to everyone regardless of their needs it is much more efficient, not to mention smart, to figure […]
Advice From Johnny The Bagger
Tips for great customer service! They say there are less than two hundred board shops left in North America, a fact that amazes me to no end. The other day, I was looking at a plan I did for a company just twelve years ago, where I said that there were less that six hundred shops left on this continent. […]
Managing Your Sales Team
Nothing happens by accident anymore, especially when it comes to sales. It used to be so much simpler; you’d buy a good directory, circle those companies that would make good prospects, call them, set up a meeting, go see them and if you did a pretty good job in that meeting you’d get a quote and if you were in […]
Embrace Change/ Embrace Success
“I always wondered why somebody didn’t do something about that. Then I realized I was somebody” Lily Tomlin Oh, that dreaded word “CHANGE” I have seen companies go out of business, rather than change. I have seen people suffer from all kinds of physical ailments, rather than change. I have seen whole marketing plans get turned down, because they involved […]
The Game Of Sales
Managing a sales team is just like managing a sports team. You strive to put the best team on the field and then manage them to greatness. It means just like a sports team you must deal with all the team members as individuals figuring out how to handle each of them from the prima donnas to the underachievers […]
Getting Your Customers To Sell For You: A Step By Step Plan
Getting your customer to brag about your company, and your services, is the best form of advertising that there is. You can tell people how great you are until you’re blue in the face and you might get someone to listen, but get your customers to brag about you and everyone will listen. The trick is to get your customers […]
What The Heck Is Wrong With PCB Shops Making Money?
In a recent column I talked about board shops making money and how upset our customers were at the very thought of their board shop vendors making money. Many times over the years I have heard our customers complaining bitterly about how much money we make. They seem to think that all the shops in America are making money […]
APEX 2020: A Great Time To Kick Off Your Marketing.
Here we are again. We’re just a week away the IPC APEX Expo in San Diego. This is our time, this is our show, this is it, time to get together with everyone else in the industry and get a quick overview of what’s going on out there. No matter what your year has been like, good or bad; no […]
Are Your Customers Speaking For You?
Most people will tune out when you tell them how great your company is. The will even turn you off if you spend too much time talking about all of the great things your company can do for them. And they will practically throw you out of their office when you start to pull the dreaded Power Point presentation out […]
The Paid Audition
I read recently that 48% of all customers feel that the most critical time for a company to gain their loyalty is based on the first order. So, half of your customers are going to decide if they want to keep working with you based on that first order. Man, is that pressure or what? Especially when you consider that […]
