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.
{ 145 comments… read them below or add one }
Great program!
We need to step up our F2F presentations per rep per week by a factor of 50%
Great video, I'm the company owner / salesman and I am lucky if i see 1 client a month at the moment, HELP!
I am not making enough sales calls. I either need to hire another salesman or get out and do more sale myself
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!!
I am starting out in the world of print sales and picked some nice tips on your blog
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
good video.
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
excellent idears. Thank you
I love the Basics. F2F "just do it"
Only making 2-4 REAL appointments right now. I'll be working to increase that - important that the mtg is with the right person.
well put, keep it simple and get in front of someone and do it often.
Face to Face is still the best way to open new accounts
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!
i have 3 meeting next week
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
it is an excellent topic. But when it comes to the reality......will it work out?
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.
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.
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.
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...
Thank you for your efforts.
you are right on about face to face meetings with decision makers!
I saw 7 Custumers last week
Great simple concept with powerful outcomes!
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.
Thank You for this excellent advice
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.
Its really true, high performance salespeople always combine quantity with quality.
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.
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
I was surprised that your blog for printers from the UK related to the newspaper industry in the US as much as it did.
the hardest part of this process is getting your team to make the number of meetings required
we see on average 4-7 customers/week
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.
I have 3 meetings a week and I will up it to 6
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...
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.
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
A great reminder of what we should be doing
Seeing 10 per week - will now spend more time planning territory management to increase this
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.
Just getting started in the world of sales, thank you for your helpful tips.
Great video. Simple, clear and directly targeted.
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.
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.
allways good to motivate
thank you, this i will use and show to my people.
Clear, simple and direct message.
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...
Difficult to get face time with key decision makers. What is next step?!
good very good, good very good
We have face to face meetings, but maybe 1 or 2 of these type of meetings. Need to try to get ramped up.
Reinforces everything I always believed intuitively about selling print, despite alot of recent advertising to the contrary.
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?
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!
Great Video, It helps a lot !
Fantastic.... after this we will have 6 new appointments in our diaries every week
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 !
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
amaizing how I forgot how important are F2F meetings!
Nice video seems to be productive
why do I have to tell you about my thoughts on the video i have not seen?
I saw 4 custumers last week,
I may bring it to 5
B48n6
Nick, your lectures are quite refreshing.
Good advice for a new person to the industry.
Basic ideas in this free video but if the talent was able to complete all the objectives you would have a success.
A very good reminder of YCDBSOYA "Get out their face to face, nose to nose, toes to toes" Dan Kennedy
An eye opener...totally agree.
Gotta start doing that.
great stuff, rhy3r
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
I was thinking 2 would be great...but seems like 6 it is...gotta get working on this.....
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.
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!
at present, not seeing enough per week and will make 6 appointments for next week
Very few times do we get to meet the cheque writers. but indeed the decision changers/influencers....abt 2 or 3 every week
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.
i couldn't agree more!
Seeing only 2 people a week,
need get outside my comfort zone!
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
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.
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?
good stuff
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.
very empowering!
Another great video! Inspired to increase from 1 a week to 5 a week!!!
Meesage that can't be told too often
Excellent Video - Im MD no salesmen - I see 0.5 prospects per week
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.
very good straight to the point exactly what a sales team need to hear.
Well worth taking the time to listen to.
Great help. Thank you.
Perhaps 2-3, obviously not enough.
Yes getting inside your prospect or customers head to discover what they want out their business is going to create opportunities for me. Now need to establish the type of customer this will work with.
Interesting
Due to being mired in estimating, production and troubleshooting my partner and I on average have less than one meeting a week. This has greatly inhibiting any growth. We have a traffic/office manager who handles basic jobs and all paperwork. We need to better delegate the important task of rainmaking.
Hi,
I really need to do alot more face to face
Haven’t seen yet
What questions would you ask to find out what really matters to a company from a supplier
Well now it has no problem at all
Our salespeople are meeting, on average, four per customers per week each. After listening to this presentation we will be booking meetings ahead of time each week.
Hi Nick - I didnt get chance to look at this before the PF Live day last week. Watched it now and it provides good practice to user on customers to back up the other really useful actions from the PFL day. At the moment we are too e-mail and telephone centric and 2.5 true sales visits per week per sales person. We will lift this to 5 / 6 and see how we go.
Thank you
David
Hi Nick - I didnt get chance to look at this before the PF Live day last week. Watched it now and it provides good practice to user on customers to back up the other really useful actions from the PFL day. At the moment we are too e-mail and telephone centric and 2.5 true sales visits per week per sales person. We will lift this to 5 / 6 and see how we go.
Thank you
David
Hi Nick, Hi Kate,
Back to simple basics eh? But it makes sense. I've lost business thinking that email correspondence is enough - but it aint! F2F is the only way forwards and it is something that we, and I'm probably talking about the vast majority of sales people, think that this is the "modern way" of doing business, but it removes the personal approach and everyone is just a number (or an email) - and lowest cost dominates the field and personalities don't come into play. Hey ho!
Nice video.
Regards
Tim
Hi Nick, Hi Kate,
Back to simple basics eh? But it makes sense. I've lost business thinking that email correspondence is enough - but it aint! F2F is the only way forwards and it is something that we, and I'm probably talking about the vast majority of sales people, think that this is the "modern way" of doing business, but it removes the personal approach and everyone is just a number (or an email) - and lowest cost dominates the field and personalities don't come into play. Hey ho!
Nice video.
Regards
Tim
Arranging 6 meetings per week sounds tough. In our company it varies - three sales people
Me - one, maybe two per week
Marketing Director - 5 / 6 per week
Sales Manager - 2/3 per week
Sounds like we need to improve
Arranging 6 meetings per week sounds tough. In our company it varies - three sales people
Me - one, maybe two per week
Marketing Director - 5 / 6 per week
Sales Manager - 2/3 per week
Sounds like we need to improve
great video helps clear the distringuish between customer service and what is sales
The video is good. I currently mainly use a telesales based approach as well as local advertising. I definitely need to get out and meet people more. I am getting plenty of quotes out but not a great retunr coming back.
Great information will see if it works
Brilliant, practical selling advice. Reinforcing the basics of selling which are all too easy to forget in the busy day to day
The way you have explained this Nick is so obvious and I'm wondering how I have evaded it for so long. But no more. This month I have made 4 calls and booked 4 appointments. Two have been completed and two still to come.And do you know what? I was given an order on my first call!
Hello Nick,
Good video - reminds me of my days at TNT where we had to see a minimum of seven new prospects a week. We fall well short of that so I am gong to make some appointments now.
Thanks for the motivation.
Hello Nick,
Good video - reminds me of my days at TNT where we had to see a minimum of seven new prospects a week. We fall well short of that so I am gong to make some appointments now.
Thanks for the motivation.
Thank you. Informative video
Great video! We really need to work with our sales organisation, if we even can say that we have one. I'm going to see it one more time right now!
Muito bom
Excellent
Good advice
I am the MD and am only seeing 1-3 people PCM.
I aim to see 6 per week!
I am the MD and am only seeing 1-3 people PCM.
I aim to see 6 per week!
Very interesting Nick. Will be getting off my arse and out more. All makes sense to me!!! Cheers
Geoff
Very interesting Nick. Will be getting off my arse and out more. All makes sense to me!!! Cheers
Geoff
great video, will install this within my group.
Good stuff Nick. I have been to see you but this was a great refresher. I will play this at the next sales meeting which will cause a couple of red faces at certain times but will certainly spread the word.
Its amazing how technology like the phone and e-mail has got in the way of F2F relationships. Great reminders. Thanks
Key take away - F2F or phone is essential to add value - a key focus for us not to get sucked in to Click2click!!
Content very relevant to the message we have been sending out to our franchisees
Great advice. The results will prove out to those that commit to a minimum of 1 a day.
Some good ideas and tips
Makes total sense. Just got to make time and to do this have to delegate more. Will target 6 new prospects every week from now on
Great advice
A nice motivator. Procrastination is the biggest problem I have and clearly so detrimental to my business. When there are so many things that need to be done in a day it is easy to take care of the easy things first and let the sales take care of themselves. Problem is that doesn't happen.
I am interested in more information
Are target is 10 f2f per week, we currently register 5 and we are climbing hard. Keep up the good work.
Great video. We are working on a sales proces that will each rep having 5 meetings per week.
awesome video, definitely gives some great tips
Great presentation! our sales team are busy running/cleint servicing current customers and they dont find time to call/set new appointments or if they do its once a week
I see on average 3-5 customers/prospects a week- I correspond via email or telephone to more -
new goal - get in front of more prospects weekly
I see on average 3-5 customers/prospects a week- I correspond via email or telephone to more -
new goal - get in front of more prospects weekly
I need to get track how many people my salespeople meet with each week, right now it would average 2-3 per week. Am going to track it and increase it.
Enjoyed the obvious
On average they are seeing 7 per week. I am going to meet with each sales person at the beginning of the week and check their schedule for the coming week.
Great sales pitch and great ideas. Thank you!
Very informative. will be interesting to see if we can gain success.