Great White of Signs: Two 1/2 Decades so Far

  I know you've heard "you need to build relationships" many times as a salesperson.  And maybe you aren't quite sure what that looks like for you.  Or if you're already doing it. Or who you should do that with. When you have a customer that orders repeatedly, has tenants or clients they can refer to you, has multiple locations, or doesn't mind the cost that you propose, those are your A1 customers who you absolutely should build a relationship with. So what does that look like?  Do you find yourself "checking in" on certain customers, just to say hello?  Ever ask how their new website is working out or how their event went? Do you say hello and not worry if they need a sign at that moment?  Have they ever recommended anyone to you or given you a great review?  This is definitely relationship building. If it feels natural and not scripted then you're doing a great job. Customer's want to trust who they are buying from.  They don't want to...

You know that saying "Runs like a well oiled machine"? I think we all thrive to say that about our sign center! We have to do our best so that each order continues smoothly through the work flow from the beginning to the end.  That means from the consultation & estimate from the salesperson to the design team to the production team to the fabrication team and finally to the installer or quality control person.  I can see quite a few areas where things would fall through the cracks, so it's not easy to have that well oiled machine all of the time.  But it can be done. I've heard from sign production people in general say that there is a disconnect from the sales people with them.  I can understand why because of the huge difference in what each person does for the customer.  But I think any of that can be fixed with good communication and teamwork approaches.   It's so important that the person in the steps of the well oil machine sets things up for...

  We love our customers right?? Right?? Let's set the tone...  A customer calls and you answer with your super long friendly welcoming hello message and ask "How can I help you?"  You have a big smile on your face even though they can't see it.  Anxiously waiting for their wants and needs.  They say "I need a sign.  How much does it cost?"  After you slam your forehead in your hand, you shake your head and say "I'm so glad you need a sign and you've come to the right place" What people still don't quite get is that we make custom signage for every single order and every single business.  They blanket us in with ordering the same yard signs and banners that everyone else gets.  Am I right?  Even my friends think I make stickers!  At this point I ask them how do they think we sell millions of dollars each year?  They still think it's stickers and banners. So while we are constantly educating the public about what we do, take the ...

If you're looking for sound advice to save your team or your sanity, you've come to the wrong place.  Or the right place, as long as you appreciate humor along the way!  So.  I've been managing employees for over two decades in the sign industry, starting before my son was born.  Let me tell you that it has been an adventure.  I've managed teams of three to teams of twenty.  It doesn't matter the size of your team, you will suck as a manager.  Please don't be upset about it, just own it, it'll make your life easier 😂  I mean, who can please e-v-e-r-y-o-n-e ? I've learned in my later years that I needed to become a leader rather than a boss.  Someone my team looks up to and will come to for help.  It's so much easier to be a boss and just give out orders though!   That whole "There's no I in Team" phrase is no longer monotonous, it's essential.  But as a good leader you are now analyzing everything you say, everything you ...