The Infamous Gatekeeper You’ve got your eye on the top sales spot at your company someday. You know to get there you must make a bunch of cold telephone calls today.Steeling your resolve, you reach for the telephone and dial the first name on your sheet. The phone rings, and you await the inevitable, palms sweating. Because you know to… Read more »
Last week we discussed why sales staff should not handle collections. I also touched on an inexpensive method to end typos in expensive printed handouts and advertisements. I’d like to discuss another area of marketing – advertising – and how you can get the greatest return on your investment. Create your own “Golden Oldies” When you watch TV, which commercials in… Read more »
In the corporate world, managers often instruct salespeople to collect payments. On its face the idea seems sound. A rep makes the sale so why not have her collect the payment? Having a rep accept receipts also provides a reason for the rep to stay connected. However, the policy has unintended consequences and can result in huge customer service fallout.
Have you ever gone through the trouble and cost to create a beautiful brochure only to discover a typo after you’d printed ten thousand? I once printed five thousand letterhead envelopes only to discover upon receipt the printer shortened the zip code to only four digits! All that time and money for layout, a copywriter, graphic designer, printer… down the… Read more »
In the last post, I shared that your prices are too low and you’re leaving money on the table. If you’ve ever worked at a business when it raised its prices, you probably endured grumbles from customers. Justifying the increase becomes so exhausting that many merchants take the path of least resistance and swallow the increased expenses. But what if you… Read more »