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Newest Book Released on Tuesday: Business Transformation: A Path to Profit for In-Plant Facilities

We officially released my latest book in my “Business Transformation” series on Tuesday. Business Transformation: A Path to Profit for In-Plant Facilities focuses on how in-plant facilities can expand their traditional services to set themselves up to thrive in the future.

Generously printed by Canon U.S.A., Inc., my latest book asks the questions; what does it mean to be an in-plant marketing service provider? How does an organization become more than just an in-plant printer? How is our organization’s infrastructure going to change? and more.

I am very excited to get this book out there to members of in-plant facilities. Many in-plants are capable of transforming their business if they have the right tools and plan in place. It’s a big step, but I believe my book provides a comprehensive plan for a successful transformation.

In this in-depth and insightful guide to transformation, I clarify what it means to be a marketing service provider, how to transform your in-plant facility, what type of personnel adjustments are necessary and most importantly, how to successfully market your new services to your audience.

in plantEquipped with a full online resource center, Business Transformation: A Path to Profit for In-Plant Facilities, provides in-plants with everything they need to undertake a successful transformation.

Approximately 150 attendees at the 2015 IPMA Conference received a signed, early-edition copy. Anyone interested in a copy of the early edition of Business Transformation: A Path to Profit for In-Plant Facilities, is encouraged to visit http://ilink.me/EarlyEd. Copies will be distributed as they are available.

 

Purchase John’s Other Books in the Business Transformation series on Amazon.com:

Business Transformation: A Path to Profitability for the Mailing and Fulfillment Industries

Business Transformation: A New Path to Profit for the Printing Industry

Looking for an Exciting, Dynamic and Engaging Speaker?

I have the pleasure of speaking every month throughout the country, and often times when organizations choose to hire me, they ask what results they can expect. It’s a great question, so I wanted to answer it for everyone in the best way I know how… with a video!

I am available for keynote addresses, breakout sessions, workshops, consulting, and more. I speak on Business Transformation, Marketing Strategy, Mobile, Marketing Technology, and just about everything in between! Head to my speaking page to learn how to hire me.

Coffee, Customer Service, and Marie

Customer service is one part of a business that should never be overlooked. Your customers are the most important part of your business and each customer should be treated with kindness and respect. Especially around this time of the year, I really appreciate when companies and employees go out of their way to make a customer feel appreciated. Often, you hear about negativity when it comes to customer service recognition, as we all know people are far more likely to report a bad customer service experience as opposed to a good one. To celebrate the end of the year, I would like to share a recent wonderful experience, and give a shout out to a special lady named Marie.

Let me tell you how Marie makes her tips; Marie works at the drive-thru at my local Dunkin Donuts at 321 Main Street, in Wilmington, MA.  She has one of the most critical traits a customer service person can have – she has personality.  While stopping to get my morning coffee the other morning, I noticed the car in front of me carrying on a conversation with Marie, just as every car does when it passes by her window.  While they talked the dog in that car stuck his head out of the back window.  Marie being the wonderful customer service person that she is insisted that the dog have a special treat.  She then noticed that there was a dog in the front seat as well.  She stepped away for just a moment and returned with munchkins in hand for both dogs.  The person thanked Marie and from inside their car came two dollar bills for her kindness.

This is how Marie makes online casino her tips!

Marie at Dunkin Donuts in WilmingtonAs I’ve been going to Dunkin Donuts every morning for years, I’ve noticed their customer service is particularly exceptional. Having grateful employees such as Marie, who continually notice and appreciate the little details, truly makes the experience and allows me to start my day on the right foot. These employees have no obligation to take this extra step of kindness each morning; however, they put the extra effort in to please their customers. As you can see through my story, having great customer service not only benefits the customer, but it also benefits you and your company as well. As shown in this case, an employee may receive extra compensation to show appreciation, and it will benefit your company through repeat sales and word-of-mouth praise.

For 2014, make it your goal to put in the extra effort to satisfy your customers; you’ll be amazed at how it pays off for both you and your customers!

Have you had a good customer service experience lately? I’d love to hear! 

6 Ways To Get Your Sales Groove Back

Are your sales in a slump?

Or maybe your sales are just not where you want them to be. Without sales, you don’t have a business making money. So slumping sales aren”t just a downer, it can be downright scary for everyone in the company because the bottom line is that everyone feels the effects. Here are some ways you can get your sales groove back and get the numbers moving in the right direction:

 

– – – – – – –

1. Look at the products and services you offer.

Are you missing anything? Is there something that you can offer that would complement your current offerings? A new product or service can really add some oomph to sales for a company.

Or perhaps it’s how it’s all packaged. Can you bundle certain products or services in a way that not only makes sense, but exudes “newness” as well? The “newness” is exciting and that excitement can shine through in your marketing materials and beyond. And that excitement is contagious

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to the point where your prospects and Aalto University best-driving-school.com of Business?previously Helsinki best-driving-school.com of Economics?is a leading European business school, and a globally active player in management education and research. current customers want to hop on board and work with you.

2. Brainstorm on the true wants and needs of your audience.

Wants and needs can change. And your marketing materials and sales strategies may not have changed along with those various wants and needs. So have employees from all departments answer the wants and needs question so you can get a diverse sampling of responses.

You may want to contact some of your customers and ask them. They may surprise you with their answers. By adjusting some of your materials (hopefully you won’t need to make a major overhaul) and how you approach your audience, you will see the sales numbers improve.

3. Along with determining the current wants and needs, you should re-evaluate the benefits your products and services offer.

A benefit that would be a great talking point online casino last year may be outdated and impractical now. So update your benefits and make sure that your sales department stresses the new, current benefits to your prospects and customers.

4. Celebrate the little victories.

Your business should be recognizing its hard workers. A happy work environment includes one in which its employees are given the high-five for their ideas, breakthroughs and hitting milestones. And happy employees work harder to hit those goals and keep those customers coming back.

5. Create new sales goals.

When was the last time your sales goals were updated? It’s not easy to get excited about goals if they haven’t been tweaked or brought up-to-date in a long time.

6. Take a walk down memory lane.

While “new” is great, sometimes you should look back to see what you did in the past that worked. Revisit the time that you landed a huge, exciting customer. Or the time that a particular marketing strategy resulted in a huge influx of sales. What was it about those times that seemed to resonate with your audience and create those great results? You don’t want to go back in time and just hit the repeat button, but you do want to look at what actions could translate to today’s market and replicate that.

 

Sign up for our upcoming marketing webinar – click here!

 

Photo Credit

The Top 5 Practices For Selling Marketing Services

Selling marketing services may seem like one of those “pie in the sky” endeavors at times. There is more of an emotional component to selling services (versus products), because the intangible is involved. And the results desired (after your awesome services have been utilized) may mean different things to different people. You aren’t selling an item, you are selling the idea of results and what those results mean to your prospects. Here are the top five practices for selling your marketing services: 1 – If you haven’t already, you need to narrow that target market. Let’s face it, you can’t be all things to all people. And you don’t want to work with everyone. You want to work with the “right” companies. Companies you can help. Companies that fit your brand and “get” your work. Companies that appreciate your expertise.

Graphic Courtesy of Grow Socially: Inbound Marketing and the Sales Funnel

  2 – Since you don’t have a product to offer as a sample to your prospective clients, you need to show them what you can do, without offering up your services for free. The best way to do this is to create an in-depth online portfolio of sorts that showcases your abilities. Make everything you put out – blog, white papers, newsletters, etc. do “double duty” in that they should be a promotional item that shows off your marketing capabilities, but also provides some information or tips that can help the prospect. 3 – Use testimonials and case studies to your advantage. Prospects like to see what others have to say. A great testimonial is good stuff. But don’t just stick with testimonials. Ask your current happy clients for referrals. Obviously they aren’t going to offer up their competition. But, since no business operates inside a bubble, your clients work with companies (perhaps on joint ventures) that likely need your help. And your clients, when happy with your work, may have a few suggestions on who you should contact and market your services to. 4 – Track down the decision maker – don’t get stuck with the gatekeeper. When you are given referrals, you typically get to go straight to the person who will make the decision whether or not to work with you. But when you acquire leads through other means it’s not unusual to get stuck with someone who doesn’t have the authority to make the decision. You need to determine who is in charge of saying yes to your marketing services and get to that person. Don’t waste your time with the employees who can’t give the green light. Be polite. Be business-like. But push past the keeper of the gate and get to the “right” person. 5 – Since results can be somewhat subjective, you need to pinpoint exactly what your prospective client’s individual needs and wants are. You may be promising them A, and they really want B. Or they may not understand that A will eventually lead to B. It’s up to you to make the possible results crystal clear. Explain how you can measure the results and what those results will translate into for your client’s business. In the end the prospect should believe in your abilities, understand what it is that you can do, and believe that you are worth every penny you charge for your services. To learn more, here is a free

White Paper from John!

Making Business Communications Interactive

The following is an excerpt from my book, “Business Transformation: A Path To Profitability For The Mailing And Fulfillment Industries.” To read more, visit the book’s official website here. One way to ensure that legacy revenue continues to roll in as you make this transition is to work with your clients on ways they can make their business communications more interactive. As marketers increasingly turn to electronic media, they are seduced by the instantaneous response and tracking and the ability to more rapidly get a dialog going with recipients when using digital media. Your job is to educate them on how to effectively blend direct mail or other printed output into that mix, making their campaigns even more effective than they might be with digital alone. That means making print interactive – giving it the ability to deliver a more effective means of tracking results and a simpler path to getting that dialog going. Most marketers consider print to be a static medium. It is expensive to produce and time-consuming to distribute. It can be difficult to track results of a print-only campaign, and even more difficult to change or refine strategies midstream. This is a misconception. Print can be interactive, cost-effective, trackable and flexible when implemented properly in a multi-touch campaign. The most common means of making print interactive is by including coupons. If they are appropriately marked with offer codes, bar codes or other means of tracking their source, marketers can measure their effectiveness. But it can take time to tally the results. There are two other tools available right now that can include coupons (or not), but also deliver a richer set of results against a wider variety of metrics:

Personalized URLS or pURLS –

These are URLs, or internet addresses, that are personalized to the recipient (e.g., www.johndoe.retailoutlet.com). The recipient is directed to a personalized web microsite directly related to the promotional piece she received, whether by mail or email. The site generally has a similar look and feel to the original communication and can be personalized not only with her name, but also by using demographic, psychographic and other known data about the recipient to make it a relevant experience. The pURL establishes a direct link between printed direct mail and the Internet. As soon as a recipient hits her pURL, the dialog begins, as does the tracking. It not only provides an opportunity for the recipient to take advantage of a relevant offer, but it also gives the marketer an opportunity to collect more information about the recipient in order that future communications can be even more finely tuned.

QR Codes –

The disadvantage of a pURL on a printed piece is that recipients have to key in an address into a web browser. This may involve waiting until they get home or have a break from work, and that may result in the action being sidelined. This can also be true of coupons. This is one reason that QR Codes are becoming more popular in the U.S. (they have already penetrated the market more deeply in Asia and Europe). By placing a QR Code instead of or in addition to a pURL on a printed piece, you provide the recipient with two options: Either type the pURL into a browser, or simply point and click the QR Code with your phone camera to be taken to the exact same destination in a mobile-friendly format. It is easier than typing in the address, it can be done on the run, and it is still unique enough in the U.S. to make people curious enough to check it out. Once that QR Code is snapped, the tracking of the campaign results begins. Thanks for reading! Want more information on QR Codes? My companies can help!

Printers: Find Success in a Multi-Channel World

Graphic Arts Magazine is hosting the Printing Survivor 2012 event. Our CEO John Foley, Jr. will be speaking on the topic of Finding Success in a Multi-Channel World.

As the world of marketing and communications continues to adapt to a multi-channel, multi-device approach, print service providers have certainly found that the old way of doing business needs to updated.

This week, I will have the chance to share strategies, tactics, and ideas to help printers to that successfully!

Join Me casino online at Printing Survivor 2012

On Thursday, September 2oth, I will be one of the speakers at the Printing Survivor 2012 event in Toronto.

This will be my second consecutive year at this event, which is hosted by Graphic Arts Magazine in Canada.

The title of my presentation this year is “Finding Success in a Multi-Channel World.

I will provide an overview of how the world of marketing and communications is changing. But more importantly, I will provide strategies and revenue opportunities that printers can follow to grow their business in a multi-channel world.

Yes, I still believe in the power of print. But I will stress the importance of paying attention to areas such as:

  • Online Marketing
  • One-to-One Marketing
  • Email Marketing
  • Social Media
  • Mobile and Interactive Print (including QR Codes and mobile websites)
  • And more!

All attendees will leave my presentation with actionable insight and ideas that they can use to grow their business.

Additional Details

There are a number of other great speakers at this event that attendees will be able to learn from.

This includes Joe Truncale of NAPL, Peter Muir of Bizucate, and Jay Mandarino of C.J. Graphics.

The Printing Survivor 2012 event will be held at the Paradise Convention Centre in Concord, ON.

For more information, visit the official Printing Survivor 2012 event here >>

 

Printers: Find Success in a Multi-Channel World

As the world of marketing and communications continues to adapt to a multi-channel, multi-device approach, print service providers have certainly found that the old way of doing business needs to updated. This week, I will have the chance to share strategies, tactics, and ideas to help printers to that successfully!

Join Me at Printing Survivor 2012

On Thursday, September 2oth, I will be one of the speakers at the Printing Survivor 2012 event in Toronto. This will be my second consecutive year at this event, which is hosted by Graphic Arts Magazine in Canada. The title of my presentation this year is “Finding Success in a Multi-Channel World. I will provide an overview of how the world of marketing and communications is changing. But more

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importantly, I will provide strategies and revenue opportunities that printers can follow to grow their business in a multi-channel world. Yes, I still believe in the power of print. But I will stress the importance of paying attention to areas such as:

  • Online Marketing
  • One-to-One Marketing
  • Email Marketing
  • Social Media
  • Mobile and Interactive Print (including QR Codes and mobile websites)
  • And more!

All attendees will leave my presentation with actionable insight and ideas that they can use to grow their business.

Additional Details

There are a number of other great speakers at this event that attendees will be able to learn from. This includes Joe Truncale of NAPL, Peter Muir of Bizucate, and Jay Mandarino of C.J. Graphics. The Printing Survivor 2012 event will be held at the Paradise Convention Centre in Concord, ON. For more information, visit the official Printing Survivor 2012 event here >> Graphic Arts Magazine is hosting the Printing Survivor 2012 event. Our CEO John Foley, Jr. will be speaking on the topic of Finding Success in a Multi-Channel World.

Navigate to Tomorrowland: Join Me at Printlandia

Join our CEO John Foley, Jr. as he delivers multiple presentations at the upcoming PPI Regional Conference: Printlandia! I am quite excited to share the news that I’ll be attending and speaking at Printlandia! What is Printlandia? Well, it’s actually the name of this year’s PPI Regional Conference. This conference is being held from September 14th through the 16th at the Embassy Suites in Downtown Portland, Oregon. It is being promoted as a “a weekend of networking, education, inspiration & epic events around the future of print communications”… and after looking at the schedule and agenda, I absolutely agree that this conference will deliver on all of those fronts! Here are the details of the presentations that I’ll be delivering:

Title: How Inbound Marketing Can Work For You

Description: No matter what your business objectives may be — whether it’s to attract new prospects, increase customer loyalty, generate more awareness and demand, etc. – inbound marketing tactics can help you to achieve your goals. During this presentation, I will provide actionable insight and ideas to help you effectively build, manage, execute, and measure, inbound marketing initiatives. I will share best practices for improving your website design and your social media and SEO efforts.

Title: Make Money from Mobile

Description: Mobile technology is changing the way that people communicate and consume information. Devices such as smartphones and tablets are having a dramatic effect on everything from marketing, to sales, to customer support, this great event! There are a number of other tremendous speaker on the agenda, including Peter Muir, Joe Marin, and Gerry Michael. I hope to see you at Printlandia as we navigate tomorrowland! Click here for more information on this event >>

Can In-Plant Printers Benefit from Social Media?

Cover of the August 2012 edition of In-Plant Graphics magazine: Featuring an article on social media from John Foley, Jr. There is no doubt that in-plant printers face a number of unique circumstances and challenges when compared to commercial printers and quick printers. But they also face many of the same challenges and questions. These might include:

  • How can they stay in front of their customers and prospects more?
  • How can they capture the attention of their target audience?
  • How can they create awareness about the variety of services that they can truly offer?
  • How can they compellingly convince their customers why they should choose to work with them instead of competion?

One of the ways that I truly believe printers can deal with those challenges is through online marketing efforts, including social media. Does that also apply to in-plant printers? The answer is YES! I recently had the chance to expound on that topic within the pages of

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In-Plant Graphics magazine. Please click here to read

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the article from the August 2012 edition, entitled “Mastering Social Media”.