Continued Success of the Pressure Seal Mailing Process

Good morning,

Often I am asked “why” and “how” I manage to sell so many pressure seal systems and forms each year …year after year…..and my answer is typically the same…. it is a slam dunk ( it is basketball playoff time ) if a client is looking for actual process SAVINGS in both total procurement and processing time costs AND would like to earn a few “Green environment” points at the same time. It is truly one of the few “Green Initiatives” that a company can undertake without additional expense.

Even the USPS loves pressure seal…in fact it performed so well in their systems that they gave Pressure Seal mailers their own “stand alone” category. Simply stated….IT WORKS….IT SAVES DOLLARS and IT IS GREEN! That is a “three-peat” ( more basketball ) that is impossible to beat!

Some clients over the years have been “hesitant” to making the change….however, in over 25 years ( OK it is over 35 years …but that just sounds too long ) of selling pressure seal systems and products..I have NEVER had a client start to convert and not go thru with the conversion, nor have I ever seen one go to pressure seal and then revert back to the old “fold, stuff and mail” process.

The transition, while most think it is difficult, tends to be very fast and easy, as long as the documents are high quality and the appropriate pressure seal machine is purchased. Suncoast reps are all trained to provide both, and I will personally be involved in all Pressure Seal projects at Suncoast….just to insure that “seamless” process.

The documents are very versatile, and can be designed from a simple message document to checks and even direct mail with a return post card or even envelope. In the very near future we will announce a new machine that will allow “multiple pages” in a pressure seal document! More to come on that later…..

Pressure seal docs, when designed and produced properly, and printed and sealed on the appropriate systems, have exceptionally low jam and error rates, keeping the process running efficiently. Proper maintenance is required, primarily for simple wear and tear and / or toner build up, however, it is readily available and affordable. We offer entry-level machines under $ 2,900.00 !

Visit the Suncoast website and watch a Pressure Seal demo….it might be the answer for your growing business…. Economical, Green, Fast, Secure and versatile….

Till next time….
Euby

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

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

 

Program Changes for 2012 IRS Tax Forms…. Get the “early jump” !

Good Monday to all !

Yes…the “tax man” is just around the corner…and Suncoast has your answers to the questions of “form format changes” for 2012 !!!

It appears that this years tax forms have limited changes, however, some will require reprogramming if you are computer generation your “donation” sheets to good old Uncle Sam !

I have attached this link to give you a full accounting  of all the changes, and where re-programming will be required.  Review at your leisure but order early….it is always a problem

by year-end fulfilling the rush orders !

http://www.suncoastmarketing.com/ext/20120730121012409.pdf

Remember…order early and order extra !  They are not that costly and mistakes do happen when you only run something one time per year !

Euby