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 firstname.lastname@example.org. Visit his website at www.davefellman.com.
I was reminded recently of a column I wrote for Quick Printing back in 1998. It was titled “IQDD — An Acronymic Approach To Successful Selling.” IQDD stands for Identification, Qualification, Discussion and Decision, and I still think that’s a...
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?