DeWese--Turning a Grazer into a Hunter

You would think that occasionally some hunter would call and say, "Hey, Mañana Man, I'd like to be your printer." Of course, if someone would call, the hunter would have to talk to my hard-nosed colleague, Attila the Partner. I don't get to pick the banks or the printers.

5. When a hunter does contact a suspect, he/she must not only have qualifying questions in his head, he/she had better have some good things to say about his or her printing company. I'm talking about customer benefits vs. features.