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Blog Entry
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In previous blogs about successfully working the sales funnel, we’ve examined, first, various tactics to make people aware of your existence (top of the funnel), and then ways to spark their interest in what you have to offer (mid-funnel). Now, let’s turn our attention to converting interested buyers into confirmed customers … AKA, the bottom of the sales funnel. Here, our old friend email can really shine, but its approach fundamentally changes when working to convert prospects into customers. Email debuted nicely in the mid-funnel. Here, you’ve built an email list of those who viewed blogs and other content from you website, or commented on your social posts. You’ve asked them to register to access other smart content, such as expert guides, white papers, and webcasts, all of which demonstrate your ability to solve their problems and needs. But now you’ve identified a select few who seem like really warm leads. You’ve done that from the your lead-scoring data collected by CRM …
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10 years ago, when the housing crisis hit, business was off for most printers by 25 to 30%. Who knew we’d be envious of those numbers? The coronavirus has set many of us back 60% or more. But there was one print shop owner who told Bill she had a breakeven year. Breakeven? Are you serious? How is that even possible? Her city was devastated the same as everyone else. Her customers were just as hesitant. She did not tap into some unknown market because of the situation. She simply remembered one thing: We are quick printers. “Quick” is part of our name. And so, she decided to remind her clients of that. Customers are nervous about making mistakes. As such, they tend to wait before pulling the trigger on print jobs and marketing efforts. But there’s one thing that hasn’t changed: When they want it, they want it now! Are you built for speed? If you are equipped with inkjet printing capabilities, one of your key assets and selling points is likely turnaround time. Take a lesson from the …
Blog Entry
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How can you still be useful to clients when it’s clear they’re not interested in what you’re selling? With the Covid-19 pandemic, decreased budgets, and lack of work, many customers are being forced to turn their backs on trusted suppliers. So, how can you keep your customers close even if they don’t necessarily need you now? The answer lies in targeted communication to turn yourself into an expert! How would you define the word expert? Someone who offers guidance, advice and knowledge that’s of use. So make yourself more useful than ever by offering your expertise with this simple strategy; Instead of selling… send out tips. Offer your clients information to keep them engaged and by your side. Here’s how to communicate your expertise as efficiently as possible. Use lists! Lists make it seem like you’ve culled through all the clutter to find the best of the best. Plus, lists can make mundane information more enticing. Our overworked brains breathe a sigh of relief when we see …