Dave Fellman is the president of David Fellman & Associates, Cary, NC, a sales and marketing consulting firm serving numerous segments of the graphic arts industry. Contact Dave by phone at 919-363-4068, or by e-mail at email@example.com. Visit his website at www.davefellman.com.
Direct mail still works! But you have to accept that direct mail is no longer limited to ink and/or toner printed on paper and delivered by the USPS. An email can be just as direct, and a lot less expensive.
Is it ever a good idea to down-sell a customer who asks for an expensive product, even if the result is a happy customer? Dave Fellman posed this question using a recent experience of his own and the world of social media chimed in. What do you think?
One of the most critical obstacles that most printing salespeople face is the challenge of getting printing buyers to do what they want them to do. That may mean placing an order, agreeing to meet with you, or simply returning your phone call.Dave Fellman...