Serving Arizona, Colorado, New Mexico and Wyoming
September 16, 2015
Sales Tips By Leslie Groene            

Sales guru Leslie Groene has been helping printers grow their business as a consultant for 20 years.  She offers the following tips.

1. Prospecting Timeline
At certain times in the year, most people are working hard to make their numbers. Yet, at the same time, many have no idea how long it takes to turn a prospect into a profitable customer. Creating a "prospecting timeline" can help benchmark past experiences and streamline future ones. Begin this process by examining a few recent customers, and then break down the key activities you went through. Your goal should be to determine the specific activities that were the most time consuming, and then figure out a way to shorten the time spent on that particular step. Most people are amazed to find that a couple of activities take the majority of time. By knowing this, you can work to alter the selling process.

2. Know Your Customer's Customer
How much do you know about your customer's customer? It doesn't matter if you sell B2B or B2C, the question still demands an answer. I work with too many salespeople who, when asked this question, have only a shallow answer. Take the time to find out all you can about what motivates your customer's customers. Spend time with them, talk to them, and, most of all, get to know what drives their decision-making process. When you can identify this information, you can then provide your customer with even better service.

3. Have you Learned Something New?
There is always something new you can learn about your customers, whether they are newly acquired or long-term accounts. It's amazing how customers change! Unless you keep up-to-date knowledge about them, you will soon find they've changed and you haven't. After each sales call, ask yourself what you learned about the customer and, of course, make sure you record it in your customer profile.

4. Benchmark Your Sales Goa
At the end of each day and each week, compare your accomplishments to your overall sales goal. If you achieved the volume you needed to hit your goal, congratulate yourself! If you didn't, identify at least one thing that did go right and might help you achieve your goal in time. Always find something positive to end the day with. Before you leave, don't forget to set up the next day or week! The last thing you want to do is use those very productive first minutes of the day doing anything but selling.

5. "Google" a Customer/Prospect
Looking for a reason to contact a customer or a prospect? Search their name and/or their company's' name on Google.com to see if there are any listings for them. You'll be astonished at what you can find concerning your customers/prospects or others with their same name. Regardless of the outcome, the search should give you some interesting antidotes you can use on the next contact. When that contact is made, the customer/prospect will be amazed you took the time to do the search, and if you do find something in reference to them, you'll have the perfect subject to talk about.

6. Don't Present All Your Information
Never plan to present all of your information on a sales call. If you do, you'll have nothing left to show the customer should you reach the end of your presentation without a sale. The keys to a successful sales call are to know your information so well and to be so prepared that you do not need to present everything to gain the sale.

Leslie is partnering with Printing Industries of American and its affiliates (including WSPA) to offer a Power Selling Program to members.  To learn more, CLICK HERE. 
BWA Deadline Approaches
       
Is Your Workplace Best In Class?

Printers across the country consistently rank recruiting and retaining qualified employees as one of their key challenges. Although the problem may seem daunting the answer is really very simple - maintain a successful workforce by providing them a superior work environment.
 
While all employees have different values when it comes to what they want in a work environment, there is quite a bit of common ground. And, it is not all centered around money. Workers today look for a variety of qualities in a workplace. Eight key human relations areas that employees look at when evaluating a current or prospective workplace are:
  1. Management Practices
  2. Work Environment
  3. Training and Development Opportunities
  4. Financial Security
  5. Work-Life Balance
  6. Recognition and Rewards
  7. Health and Wellness Programs
  8. Workplace Health and Safety
The Best Workplace in the Americas program evaluates your company's success in these eight human relations areas.  It is a nationwide undertaking which ranks the best of the best.   A total of 28 graphic arts companies, both members of Printing Industries of America and non-members, were selected as Best Workplaces in the Americas last year.  This list included WSPA member SmartPractice from Phoenix. 

If you'd like to be considered in the 2015 competition (entry deadline is September 30, 2015) visit
www.printing.org/bwa.
ASK DR. B.

Led by Dr. Mark Bohan and his team of experts at the Center for Technology and Research at PIA,  Ask Dr. B is a resource that features the responses to questions covering a wide gamut of topics.  If you would like to ask a technical question, simply email Dr. Bohan at mbohan@printing.org or call PIA's toll-free hotline at 1-800-910-4283.

When analyzing paper moisture, how should I store and transport the samples?

It is important that the samples are collected at the time an issue is identified from the actual skid or roll location and then immediately stored in a sealed plastic bag.  If the samples are left in an office, building, or transported without this, the paper will have had time to acclimatize to the new humidity in that location and not be representative of the press room at the time of printing.

I've heard people refer to 5S.  What is it?

5S is a method of workplace organization and visual controls developed in Japan and popularized by Toyota.  It is a structured and disciplined method of organizing and running the workplace for improved productivity, safety, and quality at reduced cost and higher efficiency.  The five Japanese terms starting with "S" have be translated into English as Sort, Straighten (or Set in Order), Shine, Standardize, and Sustain.
 
Clean Up The Mess

Just as Dr. Bohan explained above, sorting and straightening is an important lean principle for any business.  Clutter and disorder can sneak into your workplace and wreak havoc.  Don't just shrug and take it as a given.  In a messy work environment productivity suffers, frustration builds, and tempers flare.  Look around your organization and fix these three problems before they crowd out good work. 
 

1. Lack of personal space. When a team shares a workroom or office in order to collaborate closely, employees need buffer space around their cubicles or desks in order to think clearly and work efficiently.  Help set rules to limit the overflow of papers, samples, tools, and so on.  Make sure office aisles stay clear and people can move about safely while preserving their personal space.  Press crews are used to working on top of each other but having a break room where personal space can be exercised is a good idea. 

 

2. Traffic Jams. Backups in the workplace mean less gets accomplished.  Traffic - people, mail carts, forklifts, courier boxes - requires a certain amount of space for passage.  This is particularly true for printing plants which could face OSHA fines for cluttered, dangerous workspaces.  Monitor all clutter and take remedial steps.

 

3.Messy common areas.

Both the kitchen and office equipment area are magnets for extra furniture, storage boxes, and so on.  Set rules not only for using the appliances and equipment, but also for cleaning up afterward.  Two key issues: used dishes and glasses in the kitchen and used packing materials in the the plan.  

HR Tips Of The Week

1. Avoid micro-managing.  Employees who think you don't trust them with the simplest tasks won't be motivated to work hard at their jobs.  Learn to delegate and give people enough freedom to enjoy their tasks without intrusion.

2. Punishment.  Motivation through punishment doesn't lead to high performance and engagement.  Enforce your organization's rules and policies, but use rewards and praise to encourage employees' best work.

3. Negativity.  Even in touch times, display an optimistic outlook.  Employees pick up on managers' moods, and if you're gloomy or preoccupied with problems, they'll feel fearful and defensive instead of energized and inspired.

4. Unilateralism.  Employees want to feel in on decisions that affect their work.  You may make the final call, but talk to employees when exploring options and changes so they know what's coming up and have a chance to make their voices heard.

As a member of WSPA you have a number of HR resources at your fingertips through Printing Industries of America.  These include:

HR Networking Listserve - This email networking forum has been around since 2001 and has almost 300 participants from Hawaii to Maine.  To enroll, simply send an email with your contact information to Jim Kyger at  jkyger@printing.org.

LinkedIn Group: Printing Industries/HR: This group also allows members to network on HR issues of the day.  You need a LinkedIn account to join.  Search for Printing Industries/HR for Groups and click "join."
Ask For The Check

If you want money in your pocket and not in the client's bank account, some simple steps will get the job done.

1. Bill promptly and correctly.  There is no reason why an invoice cannot go out within two days of delivery nor is there a reason for an invoice to have an error.

2. If it's a large, unusual or problem job, call as soon as the client has received the invoice to ask if they are happy and whether there are any problems.  If there are any issues, it is better to start solving them right away than 90 days later.

3. Call as soon as the invoice comes due and ask for a check either right away or at a promised date.  If the check isn't in the mail as promised, ask again.

4. If the promise is repeatedly broken or the check isn't in the mail, don't waste time - turn it over for collection.  Effort spent in calling people who break promises is far better spent calling people who might give you an order and pay for it.
Last Chance To Sign Up For Saturday's Golf Tournament!



WSPA's Phoenix Golf Tournament will be held this Saturday, September 19, 2015 at the stunning Arizona Grand Golf Resort.  There is still room to sign up but time is running out!

 

Join colleagues and friendly competitors from the industry for a day of fun on the links followed by the Par-Tee on the Green, hosted by Spicers and Kelly Paper.

 

Tickets are only $99 and include greens fee, golf cart, lunch and two drink tickets.  Foursomes and individual tickets will sell out fast so be sure to register as soon as possible!

 

Want to stay at The Grand Resort?  Take advantage of special WSPA rates by clicking HERE. 

   

REGISTER HERE FOR GOLF


Sponsorship Opportunities

Interested in sponsoring the tournament? There are numerous opportunities still available including individual hole  

sponsorships - many helping to support future GCEF Scholarships.

 

Platinum Sponsorship ($3,000)  
  • 2 complimentary foursomes
  • Signage, choice of (pick which item you want your name on) gall balls, golf towels, water bottles
  • One hole sponsorship

Gold Sponsorship ($1,500)

  • 1 complimentary foursome
  • Hole sponsorship (pick one of the contest holes) Men's long drive, Women's long drive, Men's Closest to the Pin, Longest Putt
  • Combined lunch sponsorship with signage

Silver (Hole) Sponsorship ($300)

 

Signage at either the tee box or the green

 

All sponsorships include signage at the event plus recognition in program and on website.  Email current HIGH RES LOGO in jpg, eps or vector format.  In-kind raffle prize donations are also welcome.

 

 


For details contact tournament chairman Gary Matchinsky at 480-829-8890 or garym@bctarizona.com



Weekly Photo Feature:  
ARE YOU KIDDING ME?
 
Each week E-Connects will share incredible photos on just how lax individuals can be when it comes to safety. 

The goal - to keep a safe work environment front and center on the minds of all of your employees.

Humpty Dumpty...

If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org.
Tell Us About Your News!

Have exciting news at your facility?  For example, recognized for community service or install a new press?  Hire a new employee you want to show off?

Let us know so we can share in a future edition of E-Connects.
 
Send your news to Michael Makin at  mmakin@wsprint.org.  


Quote For The Week 

"The pessimist is seldom an agitating individual. His creed breeds indifference to others, and he does not trouble himself to thrust his views upon the unconvinced."

Agnes Repplier