Face To Face With Check Writers

Face To Face With Check Writers  In this short video we're going to talk about your single biggest opportunity to grow your revenues and improve your bottom line profitability. This is one strategy I’m constantly focused on in my business. And it's one theme I constantly monitor in my other businesses... and with my private clients.

Face to face with check writers

When you take this strategy to heart and implement it... you'll feel a new sense of power in your business. Printers who don't use this strategy always struggle and feel out of control in their company.

As you’ll see in a minute, when you follow this simple advice, you’ll dramatically change the kind of relationships you have with your customers and prospects. Printers who don’t do this will forever be doomed to customer relationships that are built on thin ice instead of a deep rock foundation.

Face to face with check writers

When you decide to follow through in this strategy, you'll immediately increase the likelihood of you achieving your business goals, making more money and ultimately getting more free time to live your other 'non business' life. On the other hand, if you don’t do this, achieving your goals will always be a struggle. Finding free time to spend with your family will be difficult because you'll never have the required resources you need in your business.

CLICK HERE TO WATCH THE VIDEO

{ 93 comments… read them below or add one }

1 Galo Fraga May 17, 2011 at 8:53 PM

Great program!

2 Jere May 22, 2011 at 2:03 PM

We need to step up our F2F presentations per rep per week by a factor of 50%

3 Jon Chapman May 23, 2011 at 4:30 PM

Great video, I'm the company owner / salesman and I am lucky if i see 1 client a month at the moment, HELP!

4 Bert May 25, 2011 at 12:37 PM

I am not making enough sales calls. I either need to hire another salesman or get out and do more sale myself

5 sarah wiles May 26, 2011 at 7:28 PM

There are 2 sales roles in our business. We only average 2 client meetings per week - I have 4 booked in for the week after. I am going to make this 6!!

6 DC May 27, 2011 at 3:03 PM

I am starting out in the world of print sales and picked some nice tips on your blog

7 Dawn May 27, 2011 at 3:08 PM

Excellent!! Proving my point. Our sales folks are just taking orders today. . . they need to be presenting to 6 prospects/clients every week. Thank you DKS

8 randy May 27, 2011 at 3:14 PM

good video.

9 Ron Levine May 27, 2011 at 3:21 PM

basic but informative
in todays environment, it is not easy to determine who is the check writer. the 'buyer"
or production person who typically controls the work flow may NOT be the descision maker

10 TINA AKAGBO May 27, 2011 at 3:24 PM

excellent idears. Thank you

11 Tim May 27, 2011 at 3:49 PM

I love the Basics. F2F "just do it"

12 Anne-Marie May 27, 2011 at 4:11 PM

Only making 2-4 REAL appointments right now. I'll be working to increase that - important that the mtg is with the right person.

13 steve May 27, 2011 at 4:27 PM

well put, keep it simple and get in front of someone and do it often.

14 Doug May 27, 2011 at 4:58 PM

Face to Face is still the best way to open new accounts

15 Gene May 27, 2011 at 7:11 PM

We are probably seeing up to 40 people per week. I am not. I am talking on the phone and sending emails. I will start getting out of the office and seeing people in person!

16 Mike Pobuda May 27, 2011 at 7:47 PM

i have 3 meeting next week

17 joe May 27, 2011 at 8:55 PM

I really am not out selling at all based on what you are saying. I am an order taker and servicer. I guess I have gotten away from the other. With a lack of time and gas prices it seems I have lots of excuses I think I should consider hiring a rep to go out and see people

18 Sri Hemanth May 28, 2011 at 12:36 AM

it is an excellent topic. But when it comes to the reality......will it work out?

19 Jackie May 28, 2011 at 12:51 AM

Specific tips and a reminder that we need to allocate the time and energy on focussing on client contact. With social media growing at warp speed, fundamentally, people still deal with people.

20 Jim May 28, 2011 at 1:55 AM

Honestly, it would only be me, and I probably average one per week. Needs work obviously. Very fundamental. My challenge is finding the right people to go see. Will be further addressing this.

21 Peter May 28, 2011 at 7:41 AM

Currently see between 1 and 5 weekly but of usually poor quality or price only driven prospects. This video reaffirms that numbers are significant and a long held belief of mine that the internet is not the be-all and and end-all of todays sales/marketing.

22 Akif May 28, 2011 at 3:54 PM

3-4 real sales visits we do weekly, the others are customer relations visits; so we have to increase the number of the sales visits obviously. Thanks...

23 bashir May 28, 2011 at 8:44 PM

Thank you for your efforts.

24 kathleen May 29, 2011 at 1:11 AM

you are right on about face to face meetings with decision makers!

25 Hellmuth May 29, 2011 at 10:47 AM

I saw 7 Custumers last week

26 George May 29, 2011 at 8:21 PM

Great simple concept with powerful outcomes!

27 David May 29, 2011 at 11:15 PM

Thanks Nick,
I enjoyed the video.
All of it makes perfect common sense, but that doesn't mean that we all do it every day. Food for thought.

28 Arek May 30, 2011 at 3:14 AM

Thank You for this excellent advice

29 David May 30, 2011 at 6:11 AM

We currently have 2 sales people plus myself. We do not have a hard and fast rule regarding sales presentation numbers per week, but I really think it is something we need to do. By setting specific targets it is easily accountable. And if you are doing it with the correct person it will pay dividends.

30 ulf May 30, 2011 at 6:22 AM

Its really true, high performance salespeople always combine quantity with quality.

31 Brett May 30, 2011 at 7:29 AM

I agree about the numbers and the return of value but the sale is an ongoing process. New blood is good but I tend to spend more time selling to existing customers getting into the entire buying pyramid.I spend 80% of my time with 20% of my customers and work hard at adding value.

32 Frank Witt May 30, 2011 at 4:20 PM

as one of 1o peolle in the team we currently average about 6 calls per week but these are not always selling calls in the rue sense. The video was vey useful to help me get focused on achieving a minimum of six real selling
appointments - rather than including calls for the sake of making up the numbers, and also ensure appts with people who are able to make decisions and write the cheques

33 bo May 30, 2011 at 9:58 PM

I was surprised that your blog for printers from the UK related to the newspaper industry in the US as much as it did.

34 Lee May 31, 2011 at 10:16 AM

the hardest part of this process is getting your team to make the number of meetings required

35 Scott Degnan May 31, 2011 at 1:40 PM

we see on average 4-7 customers/week

36 Paul May 31, 2011 at 1:56 PM

I currently average 1 face to face meeting per week. Your message is a wake up call to me and I am going to change my plan to do more face to face selling.

37 Michael May 31, 2011 at 3:20 PM

I have 3 meetings a week and I will up it to 6

38 Lynn May 31, 2011 at 4:33 PM

Our Sales people have a metric of 30 F2F visits weekly but based on your video, I'm going to recommend 8 because I don't they aren't really demoing our products but more our cabapitlities/offerings not specific enough not are they doing adequate discovery to aseess clients need just finding out what's their next project.."can we bid" verses how can we serve your overall communications strategy..what product mix do you use etc...

39 Kathy May 31, 2011 at 8:55 PM

Currently only 2 people sale with other job responsiblities. Small family business in a rural community. Need to do more face to face selling after listening to your video.

40 Ross Zautner June 1, 2011 at 3:14 AM

Video Comment - all great ideas but leads me back to "uncovering their problems" before getting in the door, getting a hold of c.w. on the phone or email and getting the appointment to find out their problems = the vicious circle

41 Gary June 1, 2011 at 8:03 AM

A great reminder of what we should be doing

42 Peter June 1, 2011 at 2:03 PM

Seeing 10 per week - will now spend more time planning territory management to increase this

43 Brenda June 1, 2011 at 4:07 PM

Right On, I used to see 15 to 25 people a day outside sales, I got hurt and now I only go once in awhile I hear the experience and know this action is a must. An extreme decline in our activity. I to try again as I regain strength, only afraid of falling. No one else seems to want to get out there only if they absolutely have to. It was my job that I was very good at.
I tried last fall and fell down 2x.
So, now it is a matter of doing less or a bit of it at a time, instead of all out saturation.

44 melissa grice June 1, 2011 at 6:05 PM

Just getting started in the world of sales, thank you for your helpful tips.

45 Ming June 4, 2011 at 5:54 AM

Great video. Simple, clear and directly targeted.

46 Scott June 6, 2011 at 8:14 PM

This will be interesting to follow up on as we currently average 1-2 calls per week each. I think if we can access the cheque writers every day our business would go from strength to strength.

47 Mike June 6, 2011 at 10:01 PM

Good video that challenges me to increase the number of F2F contacts. Currently seeing about 5 per day. Will increase that to 7 per day.

48 kim olliver June 6, 2011 at 10:38 PM

allways good to motivate

49 Jani June 7, 2011 at 10:38 AM

thank you, this i will use and show to my people.

50 Lee Yen Ming June 9, 2011 at 7:20 AM

Clear, simple and direct message.

51 Paul Millo June 9, 2011 at 12:31 PM

Does a "Go To Meeting" count as an F2F? I assume it does not, but the technology must be considered for out of town prospects...

52 Lamar Crockett June 13, 2011 at 9:38 PM

Difficult to get face time with key decision makers. What is next step?!

53 pratip June 15, 2011 at 8:07 PM

good very good, good very good

54 David Scott June 15, 2011 at 11:48 PM

We have face to face meetings, but maybe 1 or 2 of these type of meetings. Need to try to get ramped up.

55 paul June 16, 2011 at 11:48 AM

Reinforces everything I always believed intuitively about selling print, despite alot of recent advertising to the contrary.

56 Andrew June 26, 2011 at 2:01 AM

Good common sense approach.
I have touble finding the check writers. Some of my largest clients would never be found by any business list or search I know of. How do we find the people with the money?

57 John June 27, 2011 at 5:50 PM

Makes a lot of sense but tricky for a tiny business without a sales team and business owner tied-up with 1001 daily routine tasks. I only get time to draw breath mid-evening - not a good time to start relationship building/sales calls!

58 Stephen June 28, 2011 at 10:13 AM

Great Video, It helps a lot !

59 Anne-Mari June 28, 2011 at 2:25 PM

Fantastic.... after this we will have 6 new appointments in our diaries every week

60 Steve July 19, 2011 at 3:28 PM

After watching the video it has reminded me what I should be doing and what im going to focus on now "F2F" 6 a week !

61 Melissa Grice July 20, 2011 at 4:07 PM

Great tips thanks. I see about 3 customers a day but would like to see more, Im still new and my boss stresses using the phone

62 silviu August 2, 2011 at 5:48 PM

amaizing how I forgot how important are F2F meetings!

63 Martin August 6, 2011 at 1:10 AM

Nice video seems to be productive

64 Bill August 6, 2011 at 7:10 PM

why do I have to tell you about my thoughts on the video i have not seen?

65 Hellmuth August 13, 2011 at 9:22 AM

I saw 4 custumers last week,
I may bring it to 5

B48n6

66 john October 6, 2011 at 3:21 PM

Nick, your lectures are quite refreshing.

67 Tim October 10, 2011 at 3:40 AM

Good advice for a new person to the industry.

68 Jason Faerberg October 10, 2011 at 11:26 AM

Basic ideas in this free video but if the talent was able to complete all the objectives you would have a success.

69 George October 10, 2011 at 8:42 PM

A very good reminder of YCDBSOYA "Get out their face to face, nose to nose, toes to toes" Dan Kennedy

70 Phyll November 3, 2011 at 1:04 AM

An eye opener...totally agree.
Gotta start doing that.

71 charles schredder November 6, 2011 at 11:41 PM

great stuff, rhy3r

72 Nick November 8, 2011 at 6:40 AM

F2F is so important and see your strategy helps because you have a proven system that has worked for you and it can work for others. Thanks :)

73 Akhila November 9, 2011 at 1:40 PM

I was thinking 2 would be great...but seems like 6 it is...gotta get working on this.....

74 Ardan November 11, 2011 at 10:02 AM

This was really helpful. We've not done anywhere near the level of sales activity we should be doing. It's amazing how little time we actually spend in front of customers considering they are the people giving us the money. Thanks.

75 Lorraine November 17, 2011 at 11:26 PM

Great tips, I'm not getting out at all unless one of my clients want to see me.

Taking some of the infor from todays seminars (spandex open house) I'm going to set a side a day a week for apts and set about going and seeing my clients (existing first) and making them aware of what other stuff we can do for them!

76 Graham November 26, 2011 at 11:50 PM

at present, not seeing enough per week and will make 6 appointments for next week

77 Bhavin November 28, 2011 at 5:56 PM

Very few times do we get to meet the cheque writers. but indeed the decision changers/influencers....abt 2 or 3 every week

78 Jeff December 3, 2011 at 3:06 PM

Loved it, Nick. Makes real common sense. I must now make just one F2F appointment and sit-down-to-discuss meeting with one of my 57 Platinum or Gold Clients every day, and just one Ideal Prospect every day.

79 molly December 6, 2011 at 5:23 PM

i couldn't agree more!

80 Brett December 6, 2011 at 6:41 PM

Seeing only 2 people a week,
need get outside my comfort zone!

81 paul December 12, 2011 at 6:02 PM

See 6 most weeks, but never really looked at how many prospects lined up at any given moment.
Think I need to plan this more proactively

82 Tyson Longworth December 15, 2011 at 10:02 PM

I currently have around 3 sales meetings per week. After watching this video, I know there is a lot of room for improvement. My goal is to have at least one sales presentation on each work day, or the equivalent to 5 a week.

83 Theary December 19, 2011 at 10:21 PM

Great video, but there is no mention of generating sales from your website. Would you get sales from your website, if you spend money to do campaigns?

84 arnold celeste December 29, 2011 at 3:17 AM

good stuff

85 Richard January 3, 2012 at 10:11 AM

I will look to impliment this with our sales people I currently have 2 and will make sure they read the resourse and try and impliment the strategy of 6 selling meetings a week or more.

86 Christie January 3, 2012 at 8:01 PM

very empowering!

87 Juergen January 12, 2012 at 11:56 PM

Another great video! Inspired to increase from 1 a week to 5 a week!!!

88 Terje Eriksen January 19, 2012 at 10:25 AM

Meesage that can't be told too often

89 Chris January 26, 2012 at 7:50 PM

Excellent Video - Im MD no salesmen - I see 0.5 prospects per week

90 Ken February 2, 2012 at 1:28 AM

As an owner/operator, I seldom get time to go out and bring in new business.
As of right now I am making zero contacts and know this must change !

Customers are ordering smaller quantities and less frequently and I need to make up the loss. This is my first step in learning how to increase my business volume and become profitable again.
Thank you for your video ! I will continue to look through your video offerings.

91 john bardsley February 2, 2012 at 8:23 PM

very good straight to the point exactly what a sales team need to hear.

92 theo tye February 5, 2012 at 4:22 PM

Well worth taking the time to listen to.

93 Liza February 18, 2012 at 10:42 AM

Great help. Thank you.

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Nick

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