The Online Magazine For The Sign Trade
e-NewsLetter Volume 9 Issue 2
Tuesday, January 15, 2008

In this issue:


Listen to the Voices

    "A mastiff dog may love a puppy cur for no more reason than that the twain have been tied up together."
      --- Alfred Tennyson

Now is the time to follow up with those prospects of old. Remember, it was only a short time ago some of us were singing "Old acquaintances should not be forgotten" or something like that. Anyway, this is the time to renew those relationships.

If you make an effort to get into the face or mind of your prospects, your chances of them calling you with their business can be increased significantly. You don't have to be a pest, but just available.

    "Never treat your audience as customers, always as partners."
     --- Jimmy Stewart

Come up with a reason for calling your prospects. There are many reasons for calling. Check your file or Customer Relationship Management software for likes and dislikes of your prospect (you did record this information, right?). If he was interested in resilient vinyl, call him to let him know of a new product you can get for him. If she likes the new LED lights on Broadway, call to let her know that you found a way to create a sign that looks like it should be in Times Square.

Come up with a reason for calling and staying fresh in the mind of your prospects. Don't use cheap flattery or lie about calling. Truly think of a way to help your prospect and call with that in mind.

    "A man trying to sell a blind horse always praises its feet."
      --- German Proverb

Another good way to stay fresh in the eyes of your prospect is to make it a point to contact them on a regular basis. Come up with your own company letter singing your praises to send to them, either by email or snail mail. Include helpful tips for marketing a business, keeping track of taxes, etc.

This is a good way to provide information on a recurring basis and still let your prospects know that you are there for them.

    "A business exists to create a customer."
      --- Peter Drucker

Next, find a way to send out something tangible to your prospects. Some companies can send samples. That is great! Others cannot and so have to be creative and send promotional items with their company name on them. These should be items that the prospect can use.

If promotional items and samples cannot be sent, send cookies, tickets to ball games, or helpful books. It doesn't have to cost you a fortune, but should be valuable to your prospect.

    "Profit in business comes from repeat customers, customers that boast about your project or service, and that bring friends with them."
      --- W. Edwards Deming

Finally, don't be afraid to toot your horn. Use testimonies from satisfied customers to show prospects how good you really are. Send them in your newsletter or in a follow-up letter after your first meeting. This shows your prospects an unbiased point of view and gives references that help to put your prospects at ease.

    "Remember, you only have to succeed the last time."
      --- Brian Tracy

Put it on your calendar and make it a habit to follow up with prospects from trade shows, phone inquires, referrals, and your sales calls. It is really up to you to turn these prospects into lifelong customers. It only takes a little time and energy, but puts you far ahead of the competition.

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March 26-29, 2008 - Orlando, FL

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Produced by the International Sign Association, this is the largest sign show in the world and the industry's signature event. It's where you'll find the latest sign products, services and technologies, and where you'll learn from the experts in hands-on, in-depth educational sessions in ISA's Discovery Seminar Series.

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Feature Articles

Choosing a Color Separation Program
By Dane Clement

One of the most important decisions you’ll make in your screen printing business, at least from a design perspective, is which separation program to purchase.
Read the article...

Smaller World — The Implications of GHS and REACH
By Marisabel Torres

Both were developed in the international arena and both have already influenced chemical policy well beyond their original borders.
Read the article...

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

Funny Signs

In a Podiatrist's window in New Jersey:

    "Time wounds all heels"

On a sign in a convenience store in Sacramento CA:

    "Golden, Ripe, Boneless Bananas, 39 Cents A Pound."

As seen on an electric cattle prod:

    "For use on animals only"

If you've read these before, sorry, but if you haven't sent in any new ones, shame on you. We know those funny signs are out there. Why not share them with the world? Send your comments, suggestions, and hysterical observations to:

Product Showcases

Wholesale Only Sign Cabinets from AI Innovations
A complete line of Extruded Sign Cabinets with a variety of options to choose from including Architectural, Post and Panel, Routed Aluminum or Polycarve and Flex, or Rigid Faces. Whether you need a custom illuminated cabinet or something standard, AI Innovations is the only Source you need when it comes to Wholesale Only Sign Cabinets.
Read on...

Classic Banner Stands by Testrite!
Made in the U.S.A. Telescopic aluminum poles. Easy to use hanging systems. Round, square, and travel bases available. One sided and two sided models. Retractable banner stands also available. Great quality & sharp price points.
Read on...

Roland MAX inks at $59 per 220ml cartridge at JSI Sign Systems
Click above for these and other featured products from JSI Sign Systems
Read on...

Graphtec Announces A New Wide Format Printer...the JS501-18ES
Introducing the next generation wide format printer the JS501-18ES 72'' Eco-Friendly Solvent Printer. This SignJet Pro model is a cost/performance leader: having all the right features at an even better price. This printer utilizes 12 Xaar print heads ­ 3 heads per color (CYMK). A perfect choice for Banners, Billboard signs, Vehicle Graphics, Vehicle Wraps, Floor Graphics, and Large Decals.
Read on...

Tune up your PRO II device with the Wasatch Colorip Upgrade for just $299
Roland devices are well known for quality and durability. The new Wasatch Colorip Upgrade breathes new life into existing PRO II devices so you can continue to profit with your existing hardware investment. Supports the latest file formats including Adobe CS3 file types, installs on Microsoft 2000, XP, and Vista, includes premium features including 16-bit color, direct to layout workflows, and pre-RIP nesting.
Read on...

Photo Enlargement - Enlarge Photos and Images.
Increase size of images with Imagener photo enlargement software that resizes photos and pictures maintaining image quality without pixelation. See all the details in your photos you've never seen before.
Read on...

Advertise a product showcase for an entire year for just $1000. Get with the program and see what you've been missing!
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 --->

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The Advertisers That Make Possible

Visit our friends and advertisiers that support this publication:

  Advance Corp, Braille-Tac™ Div.:
  Alcan Composites: Mesh Banners:
  CADlink Technology:
  Digital Art Solutions:
  DMS- LED Displays:
  Explan Sign Products:
  Graphtec America:
  International Sign Association (ISA):
  Roland DGA:
  Saw Trax Mfg, Inc.:
  Sheffield Plastics Inc:
  SignPro Systems:
  TLC Sign and Banner:
  United States Sign Council (USSC):
  Woodland-Sign Letters/Metal Letters:

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

- 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 xt 201 to learn more about this and other great advertising opportunities within

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