The Online Magazine For The Sign Trade
e-NewsLetter Volume 6 Issue 11
Wednesday, June 1st, 2005

In this issue:


Remembering the Follow-Up Calls

    "Procrastination is the thief of time".
      --- Edward Young

Day Timers, Franklins, Palm Pilots, Blackberry and other time management devices have brought simplicity to our busy lives of business. Unfortunately, writing or typing in your reminders is only the first step. The next is to follow through the items on your to-do list.

Sales are lost daily in our industry because of either poor follow-up calls or none at all. As important as follow-up is, we generally miss opportunities due to a schedule overloaded with fresh sales calls, completing orders and general business activities. We allow follow-ups to get pushed out of our to-do list.

    "Perhaps the very best question that you can memorize and repeat, over and over, is, 'what is the most valuable use of my time right now?'"
      --- Brian Tracy

A key to keeping on top of your follow-up calls is prioritization. A simple technique to use is to look at your daily tasks in the light of what will make a profit. Think: "Show me the money." Don't get distracted with the small stuff around the shop or office while letting your follow-up calls take second or third or last place. Remember that the follow-up calls provide your bread and butter.

    "The leading rule for the lawyer, as for the man of every other calling, is diligence. Leave nothing for to-morrow which can be done to-day."
      --- Abraham Lincoln

Of course the things that you are doing daily are important and in most cases, if you don't do them, they won't get done, but most of us could put off a task or two in order to get to that important phone call or visit.

In some cases, the avoidance of the follow-up call is typically not because you are busy, but because of fear. We don't like or want to call that particular prospect back because of the fear of rejection. We've all faced those moments and any sales person who tells you that rejection doesn't bother them hasn't been in sales very long.

    "If the Phone Doesn't Ring, It's Me."
      --- Jimmy Buffett

The phone call that troubles you the most is probably the one that troubles others in your segment of the sign industry. That prospect is just waiting for someone to solve his problem or sell him your product. Your phone call may be the one he or she has been waiting for. It may as well be you that closes the deal.

    "If you don't sell, it's not the product that's wrong, it's you."
      --- Estée Lauder

To overcome fears as well as close a sale, try using this approach. When you are giving a presentation, selling on the telephone or one-on-one in your prospect's office, picture your prospect as having the words "So what?" stamped on his forehead. Imagine that for everything you say, the prospect is asking "So what, why should I care?"

Remember, prospects only care about how your product or service can eliminate a problem that they have or help make their business or life better.

    "And old Dave, he'd go up to his room, y'understand, put on his green velvet slippers - I'll never forget - and pick up his phone and call the buyers, and without leaving his room, at the age of eighty-four, he made his living. And when I saw that, I realized that selling was the greatest career a man could want."
      --- Arthur Miller (1915 - 2005), Death of a Salesman, 1949.

Be sure to look at your to-do list for this week. Rearrange the list so that the follow-up calls get done first. Be sure to include the walk-ins from last week looking for a quote, the business that called because they found you in the phone book and that referral from a friend. Give them the attention they deserve and watch your sales increase.

ISA Southwest Sign Show
- Dallas, Texas
June 23-25, 2005

Top 5 Reasons to Attend the Southwest Sign Show in Dallas

    5. Over 120 projected exhibitors. All in one place.
    4. See, touch, and learn about the newest products and trends in your business.
    3. Network with more than 1,500 people serious about learning the latest information available to control costs and work more efficiently.
    2. Get a jump start and renew your Texas electrical license for 2006.
    1. No better way to Make Your Mark in Texas.

Stay current. Enjoy Dallas. See the best products available to improve your quality and increase your margin.

Download the Registration Form here:

Feature Articles

What You Need to Know About Pollution Prevention in Your Shop
By Johnny Duncan

Protecting yourself, your employees and your community are just a few reasons why you want to be sure that your shop is compliant with all of the current safety regulations. One of the most important areas of safety that is often overlooked is the ventilation of your print shop.
Read the article...

Digital Signage Summit held April 26-27, 2005 in New York Deepens Supply, Content and Core Value discussions
By Lyle Bunn

When over 200 digital display operators, suppliers and ad agencies met at the Digital Signage Summit, produced by the Strategy Institute in New York April 26-27, 2005 the focus was on 'achieving organizational goals with proof-of-success or a budget-cut, in creating customer preference and actions.'
Read the article...

Why You Should Invest in True Sign Making Software
By Daniel Montañez

In the world of sign making and creation there are many ways of accomplishing the design and finally the production of customer signs. This article will go into the differentiation between mainstream graphic design software and true sign making software. We will concentrate mainly on the three leading sign packages available on the market today.
Read the article...

Looking for an article or trying to find an old one? Check out the article archive:
      View the archive now

Product Showcases

Summa Now Offering Triple Starter Supplies to New Buyers of Summa DC3 Plus Printer Cutters
Purchase a Summa DC3 Plus between May 1 and July 31, 2005 and Summa will include 2 additional starter supply kits at no extra cost. The triple supplies promotion includes 3 rolls of 3M high performance vinyl and 3 full sets of C, M, Y and K resin foils. According to Summa, that’s enough ribbon and media to print a minimum of 1,107 square feet of graphics and contour-cut labels that don’t need lamination for up to 5-year outdoor life.
Read on...

Shear Fabricators, Inc. Providing Wholesale Custom Signage to Companies Nationwide
Check out the high-end front and back-lit channel letters. Contact us for special pricing!
Read on...

Evolve Your Business: The New Océ Lineup of Outdoor Wide-Format Printers
Océ Display Graphics Systems' UV and solvent based printers and flatbeds can increase your commercial print opportunities and profits.
Read on...

Versaworks and ColorCoice Users - Upgrade to Flexi Pro for $1,995.00
Click above for these and other featured products from JSI Sign Systems
Read on...

For On-Demand Production of 2-and 3-Dimensional Signs, Stencils, Boxes, and Design Samples… The heavy-duty FC3600 Series flatbed cutting machine from Graphtec.
Featuring user-selectable cutting speeds of up to 23.6 ips, 5000g cutting force, four head configurations and a choice of 5 tool types, the FC3600 handles a wide variety of materials including cardboard, styrene board, polystyrene foam, urethane sheet, rubber, leather and many more.
Read on...

Advertise here for just $90 per month.
Call or email for more details: 888-350-3357 ext. 201 or

Sign Industry News

Sign Marketplace Press Releases
See what's new and what's happening in our industry all in one place.
Go Now --->

INDUSTRY ALERT- Street Graphics and the Law
By International Sign Association

Find the history and impact of Street Graphics and the Law and see its recent revised release in October will have an impact on your clients rights and your businesses future if we don't intervene.
Read the article...

Could your co-workers use this newsletter?
If you have a friend or colleague who you think would be interested in receiving this newsletter, we encourage you to forward this message along to them. Or have them visit: Join Here

Funny Signs

Sign in a London department store:

    "Bargain basement upstairs."

As seen in an ad for a hotel in Mexico:

    "The provision of a large French widow in every room adds to the visitors comfort "

Sign on a ski lift:

    "Going beyond this point may result in death and/or loss of skiing privileges"

Have you seen any funny signs lately? Why not share them with the world? Send your comments, suggestions, and hysterical observations to:

Our Supporters
We want your feedback! Let us know what we can do to serve you better. Send us your comments to us at: or give us a call at 407-656-5892

Visit our friends and advertisiers that support this publication:

  Advance Corp, Braille-Tac™ Div.:
  Alcan Composites:
  Corel Corp.:
  Cyrious Software:
  Digital Art Solutions:
  Graphtec (Western Graphtec):
  International Sign Association (ISA):
  Mutoh America:
  Océ Display Graphics Systems:
  Roland DGA:
  Spraylat- Sign Coatings:

- Wishing you much success,

  Sean Scott
  Managing Editor

If your company wishes to sponsor this newsletter, please contact Sean Scott at:
or call 888-350-3357 to learn more about this and other great advertising opportunities within

(c)2005 |
Worldwide Rights Reserved.