What? They are NOT returning your calls???

Just read a great article about Cold Calling ( one of my favorite pass-times….either by phone or my very favorite in person ) and the lack of response by Kelley Robertson….and I wanted to share a brief recap of it….as it is very good food for thought….

If they are NOT calling you back or taking your call…look to these six possible reason and analyze your approach….and of course take ACTION and PRACTICE to improve it!

1) Your voice mail is TOO long for ANYONE to really listen to….Real decision makers are BUSY…make it 15 seconds or less plus your call back info….total 30 seconds….REPEAT your call back info slowly….

2) Your message is too cryptic! ( or the reverse… to short and terse ) Add DETAILS…but remind yourself of # 1 above!

3) You leave the same voice mail message each time? Really? You are selling your “creative services” and you can’t come up with a different email? Have multiples and leave variations…..

4) You sound like everyone else? Be CREATIVE…they get dozens of messages a day…make your stand out before they hit DELETE!

5) You just “called” …you didn’t research….you don’t have a clue….about them or their company…but they DO about YOU…they know YOU DONT! DELETE!

6) Your product or service, as you presented it….does not interest them! Either you didn’t dp # 5 and you are calling the wrong company / person….or ….you are “couching” your sell in the wrong way….either way you are WASTING YOUR AND THEIR TIME!

What do these “sales blunders” cost you? your company?? the prospect??? ….BIG BUCKS…..

Prepare….Propose….PROFIT!
Till next time…get out there and SELL SOMETHING!

Euby

The South Rises AGAIN !

I hope everyone had a wonderful Pass Over and Easter week with their family and friends…..we sure did at the Euby household including

some time with out-of-state friends and Easter Sunday with the Grandparents.  Always great to enjoy a little downtime at the Holidays!

But…now it is “Back to Work”….and after a long absence from the Blog….I wanted to share a little more good news….

 

Yes…..”The SOUTH DONE DONE IT AGAIN”……

Promotional Products have continued to soar in sales over the past four years and The South Sales Region has again lead the Nation in

Promotional Products Sales for the fourth year in a row….

 

The Southern Region sales hit $ 8.3 BILLION last year… fueled greatly ( pun intended ) by the Energy Boom in Texas ( maybe those folks

along the Keystone will take note….they were in last place ) and ….wait for it the Hospitality Sector in Florida !  If you are not “in the Promotional

Products game….you are missing out !!!    I will concede Texas lead the way with $ 2.3 Billion HOWEVER>…with Florida in second with $ 1.1 Billion

( 2 of only four states in the US that hit the Billion dollar mark ! ) it is a market you cannot AFFORD to miss!

Call you Suncoast sales representative today and ask for the 2014 Suncoast Marketing Promotional Catalog…it is a great desktop resource for you….and

of course you can visit our website at www.suncoastmarketing.com anytime…..we encourage you to do so.

Have a successful week….

Euby

 

Your Corporate Apparel Decoration….There are alternatives to the usual Embroidery or Silkscreen !

Good Monday morning after what I hope was a long 4 th of July Independence Day celebration weekend for you !  The Euby family had a wonderful Holiday …and enjoyed having most of the family together for great food, drink and fireworks !  Yes…there may have been a few of the “SC Imports” fired off in front of my house…..but back to business….

For years we have offered the same two choices when a client asks for decorated shirts, hats etc…. Embroidery or Silk Screen?  However… there are several other alternatives in today’s market place!  You can have just about anything decorated today…with the minimum of one ( 1 ) in many cases…without paying a fortune for it !  

If you want to have that “difficult logo” or “hard to match color” on a garment …then Full Color Digital is just what the doctor ordered.  FCD can and will produce a broader spectrum of colors, allowing your complex and high color jobs to be spot on !  It is very versatile and has great color ….and will allow you to decorate different items and maintain that consistency of color and logo complexity between products.  

If you desire that “embroidered” higher end look, but are frustrated with the disadvantages and limitations of traditional embroidery.. there are other options.  Of course we all have known of  the heat seal patch and its higher quality output,  however, it really does not “look” as classy as embroidery…and simply does not hold up as long as traditional embroidery….but there is an another answer !   Indirect Embroidery is just what you have been waiting and searching for !  IDE is created a completely different way… front to back…top to bottom … that a head seal patch. The embroidery is actually “Debossed” into the apparel so it resembles traditional embroidery and still has the “staying” power that traditional embroidery offers.  Additional benefits are that the embroidery is created independently of the garments and applied as needed…reducing waste and allowing the embroidery to be applied in areas not accessible to traditional embroidery.

Direct to Garment is the “digital” version of Silk Screen printing.  DTG is not plagued with the same issues as Silk Screening when dealing with heavy ink coverage or difficult logos…..and there is not that “heavier area” feel with DTG that you sometimes get with heavy ink areas on Silk Screen products.  You can print front and back and sleeves…you can print almost anywyhere…..and you can do short runs very economically. 

Lastly …Special Effects…They are becoming more and more prevalent.  There is no longer any “rules” in decoration…. anything that looks good…GOES !   So go with a little SE !   The “Shiner the Better” !  Even the “bedazzled” look is gaining a foothold in the “corporate marketplace”….yes…BLING is not just for children any more !  More and more “dip dye” (light to dark colors ) are being used…and once you are there…why not add a little glitter !  There are all types of special effects now available…. glitter..holograms..reflective materials and even rhinestone.  

One word of caution however…. as you dive into these other processes…treat them with the care they deserve…PROOF them…and REPROOF if needed…do not “assume” anything ….you KNOW what happens when you do that !  Go ahead…give it a try….see what YOU can come up with!  

Till next time….Good Selling !

                                                                      Euby

Print is NOT dead…you just have to be creative……..

I keep hearing it…even from those in our own industry!  Talk about becoming part of your own problem…or should I say demise!??  There is a reason so many “printers” have gone out of business…they simply could never get past the “printing” part of the “Printed Communications” business.   Tunnel vision will get you “ran over by a train” every time….. Print is NOT dead…in fact…it is in the most exciting and vibrant ( and yes challenging ) time of its history!

Have you looked at “dimensional printing”?  Variable imaging has opened the door to unlimited ways to “connect” with clients with printed materials.  What about 3-D printing?  Isn’t that amazing?  Dead…far from it !

You just have to “think past print”…..and think “printed communications”…..Let’ go simple…let’s even go “back” to a basic… the Envelope…. boring?  out of date??   Past media ????   Really….?   We still need them…we still print them …but are we getting any “marketing bang” from those bucks anymore?

Let’s look at that simple, old, tired envelope and create a communication piece….that will get the recipients attention….. and SELL for us !  Market Review had a great piece earlier this year…and since Euby can’t say it any better himself…I will provide you the 12 points to creating a “client engaging envelope”  …. and of course …as always….your Suncoast Representatives will be more than happy to assist you with our creative team to develop your very own from these suggestions.

1)  Size….yes..it does matter….you may pay a little more in postage…but bigger is better….  2)  Shape…yes..the USPS has made it difficult but square or odd shapes get attention.   3)  Color…Color Sells…make it vibrant…make it sing to be seen !    4)  Texture…remember above… dimensional printing….if it “feels different” it will get attention….works with YOU…right?  It will work with everyone   5)  Tease…it’s ok….put a little “edgy” teaser on it …it really does not hurt and it catches the eye of some personalities…   6)  Variable & personalized information….we see many times the “open rates” when they are personalized to the receiptients….again…it works with you…right?    7)  Back Flaps ….add a call to action…why waste that space    8)  Back side….again..do not waste this space…put a teaser…or simply a faux rubber stamp…DO NOT BEND.  etc.   9 ) Window envelopes are not becoming more “opened” that closed envelopes…this trend has continued for several years now….run with it…we are not going back!   10)  Hot Spots …the corner the address area the postage area…tease toward those spots…as that is where the recipients eyes go ( within USPS regs of course )   11)  Corner Card Return address…THAT IS THE FIRST hot spot…most receipients look there to see if they are going to open it…based on who sent it.   AND THE BEST FOR LAST…….12)  Involvement Devices….Zip strips,  Labels, Peel off Stickers, re-positionable notes etc…..any think that creates the impulse to “interact” with the piece!

Give it a try…. what do you have to lose?  You will prove to yourself that “Print is alive and well”…… and that it will SELL !

Till next time…. have a very happy and SAFE 4 th of July !  Happy Independence Day !  Happy Birthday USA!  May God continue to bless!        Euby

Are you kidding me…someone thinks “face to face” sales calls are obsolete? Not in Euby’s world…And not on this Planet Earth !

While on the topic of the meeting this past weekend, one that I missed, ( I was presenting in

the next room ) was shared with me by Claudia St John of Affinity HR Group  ( great company for your

HR Resources if you are not familiar  www.afinityhrgroup.com )

A gentleman in the next presentation room was speaking on the obsolescence of the Face to Face

sales call…as technology had “replaced it”….. Email, Phone, Text, Social Media, Direct Mail,

etc etc etc….    He is very fortunate that ole Euby was not sitting in that one…while I would have

been respectful and professional, he would have received solid challenges from me at every

oportunity…after all …I am the sales manager that states…”Go out and sell something today”

after every sales meeting.

My response to the group over our proprietary listserve is show below….I hope you enjoy reading

it as much as I enjoyed writing it……

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First and foremost…the “world’s top researcher in the mathematics of selling” ( didn’t know we

even had one of those ) has indeed stated the obvious….sales processes and techniques have

changed and continue to change as technology rapidly improves ( or at least quickens ) communications.

 

However, the statement that selling “face to face is almost obsolete” is a little bit off the reasonable

scale in my world….not only is it not OBSOLETE …it is more valuable than EVER.  Again, he is right

mathematically I assume… as we do have to “touch” the clients and prospects more times than in

the past, and in more ways.  Sure…companies are hiring more “inside” sellers…for phone, email,

web, e-commerce and all of the “techie” sells processes that most of us have added to our arsenal,

but to discount the “face to face sell to the point of obscurity” is a bit over the top!  Possibly

the Title was simply intended to get our attention.  It worked with me only due to the source ( in

this case Claudia’s professional clout….if she felt it was worth forwarding…I felt it would be worth

reading )  as without her credibility that title would have sent me to the next page quickly.

 

Selling face to face is the ultimate weapon….RELATIONSHIPS are not really RELATIONSHIPS without

some personal interaction….just ask that “footballer” from N.D……  that are simply

digital acquaintances…. Give me the face to face sellers every time.

My hypostasis’ is if the “mathematician sales expert” documents the CLOSING RATIO’s of

sales between the “tech” and the “touch”…the TOUCH wins by a large margin.

 

I plan to forward this to my best competitors right away….hopefully they are “trend followers”

and pull back from the streets….. I will be more than happy to send the troops in behind them!

Have a great weekend…

Euby

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As you can see….I strongly disagree….but look forward to meeting him some day and

having a great discussion.

Till next time….   Have a wonderful weekend!  Euby