SIGNINDUSTRY.COM
The Online Magazine For The Sign Trade
e-NewsLetter Volume 18 Issue 14
Monday July 17, 2017

===================================
In this issue:

Product Showcases


Are you leaving your money on the table?
Is your business one of the many B2B companies that could be leaving thousands of dollars on the table each year when accepting commercial credit cards from your business or government clients? You can find out with no obligation. Isn't that worth checking?
Read on...


CADlink Technology Corp SignLab v10
The Leading-edge design and production workflow features for all the latest digital printers, vinyl cutters and print/cut devices. Setting the standard for sign making, large format graphics print and cut software.
Read on...


Interior & Exterior Architectural Sign Systems from Clarke Systems
A sign system contains most, if not all, of the buliding blocks you'll need for everything from a single sign to a comprehensive identity or wayfinding program. Simple. Versatile. Comprehensive.
Read on...


EstiMate Sign Pricing Software: Sign Estimating & Business Management Made Easy
Get the tools you need to determine what you need to make in order to cover your costs and achieve your profit goals, then making sure every single job is priced to meet your target - all the while giving you professional printed, faxed or emailed estimates that you can have in your customer's hand literally minutes after getting the job specs. Click for more info.
Read on...


3M Wrap Film Series 1080 Welcomes Bold New Color Additions
Ignite creativity and kindle inspiration behind exceptional wrap designs. Ten new colors, including Gloss Flip Deep Space, Satin Vampire Red, Gloss Flip Psychedelic and more, bring the 3M collection to 98 colors and finishes. This high-performance film needs no printing or overlaminate, so it's ready to use right out of the box. See colors and get samples online.
Read on...


New Premium Clipart Library - 500,000 Artworks / $49 for a Year
Introducing VectorState, a new online library of exceptional quality royalty-free vector art, created by top artists around the world. Their limited availability 'Early-Bird' pricing gives you a year membership for just $49 - click above to take advantage.
Read on...



Advertise a product showcase, like above, monthly for $100 or an entire year for just $1000. Get with the program and see what you have been missing!
Call or email for more details: 407-656-5892 or info@signindustry.com

Sign Industry News

Sign Industry Press Releases
What the heck is happening in our industry? Find out more here...
Go Now --->


Your co-workers or friends may find this newsletter useful too...
Please forward this e-Newsletter along to them, or point them to subscribe at: This link. :)

4 Steps To Becoming A Rainmaker

    "The top salesperson in the organization probably missed more sales than 90% of the sales people on the team, but they also made more calls than the others made."
      --- Zig Ziglar

If you don't own it yet, pick up the book, "How To Become A Rainmaker" by Jeffrey J. Fox. It is a quick read with valuable nuggets of information that will help you present your product or service better and close the next sale. The book has 52 chapters, and none are more than three to four pages in length. It serves as a great reference guide and should be a must-have tool for members of any sales team. I will share four key points you can begin using today, but do yourself a favor and buy the book.

The attraction to the material in the book is Fox's simplistic approach to sales and his common sense, get-to-the-point techniques. For example, Chapter four, (which is two pages), is titled, "Customers Don't Care About You." Here, Fox stresses that the customers don't care why your shipments are late, what you like, where you went to school, or what sports you played. You are there to listen to your customer and clarify, summarize, and determine how you can help the customer and how your product solves the customer's concern. Fox says that Rainmakers say "you"; they don't say, "I."

    "I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation."
      --- Bo Bennett

Key number two from Fox is that we should always pre-call plan every sales call, (Chapter five). He says that it is typical for a Rainmaker to spend three hours planning for a fifteen-minute sales call. Planning and practicing for two days to two weeks for a single sales call is not uncommon.

Though you should preplan every call, the plan needs to be flexible. If the customer wants to do business with you, but in an entirely different manner than anticipated, adjust to the change. Don't be so intent on following your practiced plan that you miss a customer's cue.

    "Sales are contingent upon the attitude of the salesman - not the attitude of the prospect."
      --- W. Clement Stone

The third key is to make it a point to turn a customer's objection into customer objectives, (Chapter 15). According to Fox, the Rainmaker knows that when the customer says, "Your price is too high," the customer's goal is to get the proper value for the money invested. The Rainmaker, in question form, restates the customer's objection as an objective.

For example, the customer says, "Your delivery time is too long." The Rainmaker responds, "So our objective is to get you the product when you want it, correct? When exactly do you want the product? If you will commit today to a six-month purchase agreement, we can forecast monthly shipments and ensure that you get it on the first of the month. Why don't we try it for six months?"

    "Salesmanship, too, is an art; the perfection of its technique requires study and practice."
      --- James Cash Penney

The final key is to treat everybody you meet as a potential client, (Chapter 17). In this chapter, Fox states that Rainmakers see the world, and everyone in it, as their market. They know that everyone knows someone. Rainmakers treat non clients as they do existing customers and know that business can come from unexpected places.

Rainmakers know that something they did ten years ago might result in business today. They treat everyone with respect and courtesy. The Rainmaker is as respectful and polite to the guy who mows the lawn as he is to the president of the company that makes the lawn mowers. The Rainmaker knows that pleasant people often appear self-controlled and confident and that customers like that.

Be a Rainmaker!

    "Great salespeople are relationship builders who provide value and help their customers win."
      --- Jeffrey Gitomer


Advertiser - 2017 SGIA Expo
2017 SGIA Expo

If you're looking for solutions to printing challenges, plan now to attend the 2017 SGIA Expo (New Orleans, October 10-12). The premier imaging event in North America is more than just 500-plus exhibitors, thousands of attendees and a complement of top-notch education led by the biggest names in graphics, garment, installation, printed electronics, signs, industrial, package and commercial printing. You'll find excellence and inspiration with the Golden Image and Product of the Year awards displays, and specialty networking events will help you connect with your peers. Put it all together, and it adds up to three days of possibilities.

Visit SGIA.org for more information!

Feature Articles

Why is Screen Printing Still Relevant in 2017?
By Mike Ruff

A question that has been asked more often in our print technology than any other since the invention of inkjet printers in 1996 is, 'Why is screen printing still relevant?' The answer is...
Read the article...


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


Advertiser - 2017 SGIA Expo
2017 SGIA Expo

If you're looking for solutions to printing challenges, plan now to attend the 2017 SGIA Expo (New Orleans, October 10-12). The premier imaging event in North America is more than just 500-plus exhibitors, thousands of attendees and a complement of top-notch education led by the biggest names in graphics, garment, installation, printed electronics, signs, industrial, package and commercial printing. You'll find excellence and inspiration with the Golden Image and Product of the Year awards displays, and specialty networking events will help you connect with your peers. Put it all together, and it adds up to three days of possibilities.

Visit SGIA.org for more information!

Funny Signs

Street sign in Indiana:

    "Haviture Way"

Sign in a park:

    "Please Do Not Empty Your Dog Here"

Billboard advertising a jewelry store:

    "Buy Her A Diamond, Get A Free Hunting Rifle"

We need those funny signs you have seen in your travels, come on, we know they are out there. Send them to us at: info@signindustry.com.


Making SignIndustry.com Possible

These folks enable SignIndustry.com to serve you!

3M Commercial Graphics: www.3Mgraphics.com
CADlink Technology: www.CADlink.com
Clarke Systems: www.clarkesystems.com
Estimate Software: www.estimatesoftware.com
International Sign Association (ISA): www.signs.org
JetUSA: www.JetUSA.com
Matrix Payment Systems: www.matrixpaymentsystems.com
American RENOLIT Corp: www.renolit.com
SGIA: www.SGIA.org
Supply 55: www.Supply55.com

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

- Have a great week,

Sean Scott

If your company is interested in sponsoring this newsletter, please contact Sean Scott at: sean@signindustry.com
or call 407-656-5892 to learn more about this and other advertising opportunities on SignIndustry.com

*********************
(c)2017 SignIndustry.com | http://www.signindustry.com
*********************
Worldwide Rights Reserved.