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When a prospect is really engaged with your company and services, and is ready to become a customer, an essential way to get them to convert is to show them what you can do. Call it a demonstration. Its greatest strength is exhibiting your expertise in order to seal the deal. But how, you may ask, can a printing company offer demos? Don’t demos sound like something a software or technology company might offer, where customers can “try out” software and see if it’s right for them? Well, there are various forms of demonstrating your skills, and here are some thoughts. First, what are demonstrations? They’re really just examples of what you as a company or service can do. You can certainly invite your hottest prospects into the shop, give them a tour, and demonstrate how variable inkjet printing can super-charge their direct mail and other needs. Seeing is believing, and in-person demonstrations of current jobs can definitely be compelling to someone on the cusp of becoming a customer. …

If you want to become a more confident communicator … don’t sabotage yourself with this one mistake:  Preparing your thoughts incorrectly. Very few people can just speak of the cuff and sound polished. Most of us have to jot down our thoughts prior to a presentation or meeting. But the mistake comes when we write everything down word for word. Often I work with clients who will hand me paragraphs of what they want to say … down to the correct punctuation marks and capital letters. They think by crafting everything start to finish, they’ll be more prepared. Wrong. Instead all they’ll be is more robotic and less relatable. Here’s why: When we write down what we want to say in full sentences or even paragraphs, we become married to those words. Our brain becomes bogged with having to memorize an entire script and we come across as if we’re reading out loud instead of speaking conversationally. Think of the cadence of a third grader reading a story out loud. Now think about that same kid …

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“Situational Selling”* is a term we use to describe opportunities for inkjet printing that come and go every year. This is another in a series of ideas to help you identify sales opportunities. We’ve given you several ideas for situational selling opportunities. Here are a few more: Automobile dealers target specific times during the year to have special sales. Take Presidents Day, for example. This has somehow become a national holiday for the car business. Then there’s Spring Clearance, Memorial Day, Summer Sales Event, Fall Specials, and on and on. Did you know one in three people who test drive a car, buy a car? This is why car salespeople are so anxious to get you behind the wheel. Keep that in mind as you are formulating your sales pitch. Churches have membership drives that coincide with back-to-school. Families tend to return to the flock at the same time their kids are returning to the classroom. Dealing with the church is not always easy, given the fact that decisions are …

How can you get someone to trust you, to like you, to be on your side and feel like you’re in the trenches together … sometimes without even saying a single word? The answer? Master “Mirroring.” Mirroring is when you mimic someone’s behavior, their tone or their mannerisms. Mirroring is an often innate trick with body language that can help you build a better bond. Imagine you’re sitting across a table from someone having coffee. Now picture this … you lean in, they lean in, you drink your coffee, they drink their coffee, you smile, they smile. What starts to happen? You’re literally in sync together and subconsciously that leads to trust and a better report. We like that person more because we literally see a version of ourselves. In fact, studies show that mirroring behavior actually activates the area in the brain that process rewards and makes you feel good. You’re probably thinking “that doesn’t work!  But it does … consistently. Retail sales people who mirrored verbal and …