Client Communications

All things client communications.

You Don’t Get to Talk to Me Like That

If you haven’t had the proverbial door slammed in your face (read: “Not interested!” Click!), you haven’t been selling long enough. Sooner or later, you will run across someone who is not just unwilling to speak with you but they’re mean—or worse— rude about it. We’ve all gotten that unsolicited telemarketer call at home, the …

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How to Respond to a Negative Review

In last week’s blog post, I told the story of my daughter’s wedding and the multiple gaffes made by the DJ. I finished the piece by indicating that I would be writing an unflattering Google review. I did. But that’s not the end of the story. Now, I write a pretty good letter. In fact, …

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Make it Personal

Good morning! At my father’s retirement party back in 1989, there were three people standing against the back wall, each dressed in work attire. When I first saw them, it struck me that they seemed out of place. They were janitors. I concluded that they were waiting for the party to be over in order …

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Your Beer is Good, But Ours is Better

Good Morning! Did you watch the Super Bowl? Wait, let me rephrase that: Where you able to stay awake during this year’s Super Bowl? If so, you may have noticed the start of an advertising campaign, one where Bud Light went after Miller Light and their alleged use of corn syrup. While mildly funny, I …

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The Non Cold Call Cold Call

Back in the day (“OMG, here he goes again…”), door-to-door cold calling was acceptable, doable, and almost a rite of passing. I can remember walking up one side of the street and down the other, banging on doors and peddling my wares (“Let me guess, it was uphill both ways, right?”). No more. Today, there …

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Sales Intonation

Good morning!Suppose you were talking to a friend who had just seen a movie that you are considering dropping 10 bucks on and you asked, “How was it?” I think you’d agree there is a huge difference between hearing “It was good” in an enthusiastic tone versus hearing “It was good” monotone. One answer makes …

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Lester Wunderman

Good morning! Ever heard of Lester Wunderman? Neither had I. But now that I know him, I thought I would put out a Short Attention Span Sales Tip in his honor. If you are in the print and mail business, you owe Mr. Wunderman a debt of gratitude, too. In 1939, at age 19, Lester …

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Selling Digital Printing

Good morning! I was talking with a label sales rep about digital printing. He told me about his equipment we talked about his transition from traditional legal production. When I asked him about profit margins, a slow and satisfying smile grew until I was looking at a 6’3″ Cheshire cat, one whose profits are 5x …

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Selling With the Right Love Language

Sales Love Languages

Over the years, I have been handed many life-changing books by friends. Some, I devour immediately while others sit on the shelf until, as the Japanese proverb correctly states, “When the student is ready, the teacher appears”, and I finally give it a read.

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