Zero Moment of Truth (ZMOT) is about being there whenever and wherever your client might be receptive to your message. It used to be far less complicated to be in sales, especially in the promotional products industry. If you had the relationship, you were the clients’ resource. Your marketing primarily consisted of sending a catalog…
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As she slowly pulled the sheer black nylon stocking up along her shapely leg, her bright red fingernail caught at the edge, causing a fresh run to skittle down her thigh toward her shimmering midnight calf. OK, as much as I love them, that’s about all we’ll be talking about black stockings in this article.…
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Pop quiz: You call up your mother and ask her what she wants for the holidays. She says, “nothing.” Do you: A) Buy her something anyway. B) Seriously, go buy a present for your mom. When people tell you that they don’t want anything for the holidays, they are lying. Everyone wants something for the…
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Through the years, I have attended a variety of education classes that have had a positive impact on my business. I persevered and with my eye on a goal, I obtained my Master Advertising Specialist (MAS) designation. This is an accomplishment that very few people in our industry have achieved. We all have the opportunity…
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Question: How can I find out if I have to collect sales taxes on additional charges, such as screen charges and freight? Answer: Contact your CPA or the department of revenue for your state, because sales tax varies by state—and sometimes by county. It is most likely that these extra charges are subject to sales…
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“Sixty queens there may be, and eighty concubines, and virgins beyond number; but my dove, my perfect one, is unique…” (Song of Solomon 6:8-9). This Old Testament verse, interestingly written by one of my very distant relatives (Solomon), beautifully makes a point that modern day language can’t quite convey. Every business must have a unique…
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All work is not created equal. There are really two types of work. The first type is the work that can make you wealthy. The second type is the work that might make you crazy and certainly won’t make you wealthy. In our business, there are only four types of activities that will make a…
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What are you going to do in 2016 that is going to make you even more relevant in 2017? What are you going to do to create the customer experience needed to ensure that you can compete and flourish long term? Are you going to curse the online challengers who are driving you crazy? Or,…
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I just attended a conference (outside the promotional products industry) where I had the chance to speak to business leaders from information technology, sales and marketing. In several roundtables, and of course over cocktails, people would ask what my company does. With some I said, “We sell promotional products, items with logos, such as the…
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Question: Is there some way in QuickBooks to run a report showing the amount of sales from a particular group of customers? Answer: Yes. QuickBooks allows you to define “Types of Customers.” When you open a customer in the Customer Center, click on “Additional Info” on the left side of the screen. There you can…
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