This week we are going to talk about what it takes to be a great rep; and what you can do to not only delight your principals but more importantly develop a win/win partnership with them where you both win more business and make more money. First of all: get over it. Yes you’ve been […]
Great Advertising Is Terrifying
Everybody loves daring and creative advertising, but no one seems to have the courage to do it themselves. We all talk about the cool ads we see on television, and billboards that grab our attention, but when it comes to our own advertising we settle for the same old blah, safe, advertising that makes us […]
Don’t lower your prices, raise your value
Don’t lower your price…Raise your value: The Intangibles Anyone can lower their prices, that’s a loser’s game that we in the printed circuit board industry have been playing for years…and look where it has gotten us? There are only 200 shops left in North American because we have all played the lowering the price game […]
The Only thing We Have to Fear Is Fear Itself
Why don’t you like to cold call? I am making the assumption that you don’t like to call people, you don’t know because most of you have told me you hate it. But, if you get down to it why? Why do we all hate doing this? It’s because of fear, fear of rejection, fear […]
Five Marketing Myths
A list of things you’ve got wrong Yes things you’ve got all wrong when it comes to marketing, what it’s about, how it works and what it’s for. You know there are some distinct disadvantages to being in an engineering based business and one of them is that we all know way too little about […]
Seven Character Traits Of A Top Notch Salesperson
Searching for greatness Yes, I now that the world of sales is more difficult today than ever before. We all know that the competition is stiffer, and that it is much harder to get a prospects’ attention than ever before. But there is hope. There are things that never change, and that is the type […]
10 Great Business Tips from Breaking Bad
Ten great Business Tips from Breaking Bad Yes Breaking Bad was a hit show on AMC; it is also a fascinating show to watch. After all how often to you see a high school chemistry teacher with cancer trade in his second job at a car wash to become a crystal meth fabricator and dealer. Not […]
Using LinkedIn To Find New Customers
In last week’s column we talked about getting prospects to call you and I cited a case study by my associate, LinkedIn expert Bruce Johnston. At the end of that column I promised that this week we would talk about how he did get prospects to want to talk to the client, a metal fabricator […]
How To Attract Great Reps
Look we all know that this is one of our industry’s greatest challenges. For a number of reasons not the least being that many board shops have screwed many reps over the years, it is getting more and more difficult to get good reps to represent us. I know that of all the services I […]
Get Prospects To Want To See You!
I come bearing good news. From everything I have heard, one of the hardest things for a salesperson to do these days is make appointments. We have talked about this often in this column, so many times in fact that I have made it my business to try to find a solution to this problem. […]