Direct Sign Wholesale Blog
Posted on Apr 25, 2016 by John Baylis
One time saving sales step is to get all of the basic project information out on the table at your initial meeting with a potential new channel letter client.What are the key questions to ask when you meet with a new prospect? Asking these questions should give you a good read on the basics of the project:1. Is your new channel letter sign already designed?2. (If no to question #1) Who will design the sign?
Posted on Mar 22, 2016 by John Baylis
What are the two worst words in the signage business? You know the answer. Grand opening.
Posted on Feb 23, 2016 by John Baylis
You’ve probably heard the old axiom that people buy things emotionally, but then justify them logically. That applies to signage as well, including channel letters.Which emotion would often be associated with a signage purchase? Pride. The emotion that often results from owning a successful business. The emotion of pride is closely linked to what this Harvard Business Review article calls “identity value.”
Posted on Jan 28, 2016 by John Baylis
Remember your basics in signage sales. One of which is the “FUD” concept. It has been used successfully by salespeople for years, and you can use it too.FUD stand for fear, uncertainty and doubt – something that every business owner has to a degree. You can plant FUD seeds periodically in your channel letter sales presentations. Just don’t overuse them.What are some typical business owner fears? Here are a few:*...
Posted on Dec 14, 2015 by John Baylis
Here is a hot selling tip: don’t try to solve a signage problem when you don’t know what the problem is. When you have a receptive prospect, it can be very tempting to tell them what they need prior to finding out the real signage issue.