PI 400 -- Commercial Printing - Cutting Down Times

As jobs become scarcer, selling in a downturn can require printers to walk a thin line between maintaining client contact and becoming a pain in the rear end. DeWese says the answer is for salespeople to learn to communicate with customers and prospects in different ways and about different things than just print orders. "Most print salespeople depend solely on the telephone. They need to find ways to also communicate in writing, via letters and e-mail. And they need to become more creative about making personal visits," he explains.