Summer Signs of MN

It’s summer in Minneapolis, MN (if only for a few days) how are your sales?

Many people take the summer off for vacations and the kids are out of school, so life is a bit different. Many companies are busier also during the summer. All that being said, the summer is not the time to quit marketing. Here is a short list of things that you can take advantage of during the summer to keep your business busy well into the winter:

1. Wash / maintain your lit signs. Why? Because it’s cheaper then waiting for a problem in the dead of winter
2. Visit your referral sources. Why? The weather is nice, you might as well enjoy it.
3. Plan a new wall sign now? Why? You may be able to get a deal as the summer winds down, sign companies in MN want to stay busy also.
4. Re order your promotional products. Why? The trade show business picks up in the fall and you don’t want to get caught up in the rush, right now you may be able to find a deal.
5. Get that Pylon sign by the road in the ground. Why? Were in Minnesota, do I have to tell you why?
6. Add an EMC – Electronic message center. Why? Cuz they work!!!

This is just a simle few items. You should be planning the fall even during this busy summer season. Drop me a note of some of your good ideas.

good signing

The sign guy is the owner of signs by rsg located in Ramsey, MN.

Signs of a recession

I thought it would be helpful to show you some signs from the big recession.

I show you these photos because even during a depression, folks understood the need for signs. Wall signs, pole signs and mostly hand painted signs. Signs work for your business yesterday, today and well into tomorrow.

Are you feeling the economic pinch? What is our choice, get clients or close the business? I choose more clients, let my competition close.

signed -

The sign guy is a 4th generation sign manufacturer in Ramsey,  Minnesota.

Promotional products are keepers

Last week a client brought back one of my promotional advertising products that had an offer on it. I told him if he will give it to me then I will give you the discount offered on it.

His answer, “No, I want to keep it.”

Now that was music to my ears, and it should be to yours. A promotional product with an offer that the client refuses to give up. Promoting my business this way pays off.

Pens, Coins, Toys or calendars….

How do you choose? There are 2 main ways to use promotional items.

1. Trade shows
2. Daily give aways

Let’s take a look…..

TRADE SHOWS

At trade shows your expected to give away stuff. Since everyone will be giving stuff away, your item should be unique and have some utility. You have the right item if folks take it home and then use it regularly. I also suggest that an offer be printed right on the item without an expiration date. This way they won’t want to lose it. People still like coupons and free offers, so give it to them.

Buy a bunch as cheap as you can.

DAILY GIVE AWAYS

This is totally different from Trade Shows. With this method you should think repetition. Frequent visits of different items to a referral source that needs to remember you so they can refer their clients to you.

I like note pads, pens, mouse pads and calendars. However, there are many many other promo items and ideas. This method keeps your name in front of your referral partner.

There are some other ideas that can get your name in front of your clients. Promotional items are like long lasting business cards.

Go sell something

the sign guy

The sign guy owns Signs by rsg and has worked in the promotional products business for over 10 years. Located in Ramsey, MN for 6 years.

Promotional products work.

How do you make promotional products work?

Many folks buy some pens or cups and hope that these corporate gifts give them an increase in sales. The idea is when you give a guy a gift with your name on it, he will keep it and then buy from you again. This does work, but is there a way to get more sales from new customers?

Yes! You can use promo products to gain new clients but, it requires you to think a bit differently about how to use them. Normally you will buy a large quantity of items like pens and cups to get a better per piece price. Then it takes you 2 years to get rid of them to your clients. Try it this way. Think of the people that are in a compatible business as your own and that come into contact with your client before you do. Then, own their desk with different useful items that you give to them throughout the year.

For example; auto glass companies will give insurance agents note pads, pens, mouse pads, cups and other items he can use on his desk. These items add up over time and when the insurance agent has a client that needs glass, then guess what? That auto glass guy gets referred. Bada bing, New business.

Just because a guy doesn’t work in an office doesn’t mean you can’t own his desk. You can find items for construction workers, car offices and many other “desks”.

now, go sell something

The sign guy is the owner of signs by rsg and is a 4th generation sign maker.

When I have more money

When your Minnesota business has more money…..

Then you’re going to buy a sign.

Am I the only one that sees trouble with this statement? If you are opening a business and are waiting to get more customers before you begin to advertise or market, then how do you expect to get more customers?

I have mentioned before and will say again. If you want to see an increase in traffic into your store, whether in Coon Rapids, Minneapolis or anywhere in the Twin cities or the world, the potential clients driving right past your door have to know you’re there. A wall sign or pylon sign is the single best and cost effective way to see an immediate return on your investment.

Entering business is a perilous event. Scary too. To limit how dangerous and to lower the fear, you need more customers. The main reason businesses fail is due to the fact that they don’t attract enough customers. This applies to the new business and the old one. As an older business, one way to see an increase in traffic is to upgrade or update your exterior signs. Perhaps add some neon to the windows. Maybe your can get a new logo and put up a new set of channel letters.

Think about this. If you have to spend thousands of dollars every month to reach your clients, try diverting that money into a unique sign package and start raking in the bucks!!

now get back to work

The sign guy is the owner of Signs by RSG located in Ramsey, Minnesota and is  a 2nd generation sign guy.

Own the desk

Pens, notepads and mouse pads

As a salesperson, I am always trying to figure out a way to have people hang onto my card which means they remember me. A client of mine contacted me and said he wanted to “own the desk” of the people he was looking to get referrals from. This was a great aha moment for me. To own the desk means to have all of your promotional products show up on your prospects desk. This could also be own the fridge, own the car dash board, or own the golf bag.

Your name can be very inexpensively placed on a miriad of products. Golf balls, key chains, magnets & even pens. Who would have thought it, your name on a pen! Pens are still the most used item around. I have never had anyone not take my pens.

As a salesperson who is not trying to sell to a particular person, but trying to get to their clients, this is a great way to get to the top of the mind of the referrer. Let’s look at an example; An insurance agent has tons of clients with broken windshields and they know when they get broken. You’re the windshield guy and you want to fix those windshields. The link is the agent, you must get your name in his mind to pass it along to his client. Own his desk and he can’t help it but to give out your name. His client comes in with a broken windshield, the agent rips off a page from the notepad you gave him with your name on it and hands it to his client. You get called.

This is just the tip of the iceberg. In my Ramsy office, we have an idea book to help us figure out how you can own your clients desk.

The most important thing is to have fun.

the sign guy

This sign guy is a sales professional in the sign trade.

The sales presentation

I was recently speaking with a fellow salesman about the “Sales Presentation”. We had both come to the conclusion over the years that many presentations are dull, dry & boring. We also determined that many a sale went to the other guy simply because we didn’t engage the prospect.

Ability without opportunity is nothing. This quote is good, but think about it this way, Opportunity without ability is nothing. Or this way…..Lose the presentation, lose the sale.

How many opportunities are lost because your presentation bites? You only have one shot, the clock is ticking, the sale is on the line &…………you give a dull, dry & boring presentation. Dude!

All of us want to be heard, but our presentations are usually deafening. (I mean, people stop listening)

Practice being engaging. Read, a lot, funny stories and humor. Join Toastmasters. Practice in front of a mirror your entire presentation. Better yet, practice it in front of your family. You will learn something. Record yourself, you will be horrified!

You can learn to speak well. Have fun, and sell more than ever.

go sell something.

The sign guy is the sales manager for Signs by RSG, a Minnesota sign company. He is available for seminars and training on sales. 763.753.7571

Sales 101 – Don’t sell

You heard me, Don’t sell. People hate being sold. I hate it, you hate it. We hang up on phone salesmen. So, don’t sell anything.

I can hear you shouting, but what do I do?!!? I have to sell stuff in order to make my quota so I can get my commission. (as heard through nasally whiny voice)

Become a fireman

Here is the simplest answer I can find. Tell the prospect only one thing; WIIFM!

WIIFM  What’s In It For Me?

Your prospect does not care about you, your product or service, how much it costs and they certainly don’t care about your commission. As a matter of fact, most of the time they care about how to get you out of their office or off the line so they can get back to putting out their fires.

Did you notice the answer to our question? Your prospect is trying to put out his fires. He needs a fire extinguisher. Get the prospect a fire extinguisher. We’re all trying to sell a product that will help our prospects, but we spend far too much time describing the color and size of our extinguishers, and not enough time showing them how it will put our their fires.

Describe how your fire extinguisher puts out fires the best.

Follow the analogy a moment. If a guy is struggling with a fire and you show up with matches, what is he going to do? However, if you show up with a fire extinguisher……..He’ll knock you down getting it from you.

Your job is to figure out how your junk will put out those fires. Do your homework, ask some questions.

In my sign business, no one wants a sign. So I sell them a customer / cash generating machine. If their fire is not enough customers, my extinguisher is a new wall sign, channel letters or Electronic message center. What’s your extinguisher?

go sell something.

The sign guy is the sales manager for Signs by RSG, a Minnesota sign company. He is available for seminars and training on sales. 763.753.7571

Selling or visiting?

Are you selling something, or are you an amature visitor?

So many times I meet someone in my field as a sign maker that doesn’t know what they are selling. More directly, they know what they are selling, but I don’t know how it relates to me. Why spend so much time telling me about your business, tell me how I will be richer, brighter or more beautiful.

WIIFM, or will this sign make me money?

In selling wall signs, I don’t explain what a wall sign is, I explain how much money is going to be brought in because of a well designed set of channel letters, or banner, message center, or vehicle graphics.

Sell what they want to buy!

My customers don’t ever want to buy a wall sign or pylon sign. What they want is a solution to their problem of no money.  I sell them a solution to the problem. “This electronic message center will increase your sales by 10-25% daily.”

I met a guy today who didn’t want a channel letter sign. He wanted more customers. Guess what? I can help with that.. Buy this set of channel letters, and the customers in your Minneapolis location will start pouring in.

go sell something

The sign guy is a 4th generation sign maker and sales professional. You can reach him at Signs by rsg, 763-753-7571

Marketing for profit

What is marketing? Is it the yellow pages, not really. Yellow pages are advertising, and so are wall signs, pylon signs or any type of sign or ad.

Marketing is getting the right message to the right people through the right media.

We learn marketing from the people who sell advertising. You know it is true. Their job is to find out how much you spend on advertising and then get it.

Do you want to make money with your marketing? Then you must figure out how to get the right message to the right people through the right media. Otherwise, we are not ‘marketing’. We are ‘blowing money’ on ‘hit and miss’
advertising—which is exactly what 99% of ALL small businesses do!!!

One way is through a well planned sign plan. Either wall signs or pylon signs on your property.

Proper marketing is the only part of your business that creates income for your business. No customers, no work, no money. The more that customers know about you, the more work, the more money. It is that simple.

The hard part is figuring out what method works. Yellow pages? TV? Newspapers? Signs?

All are important parts of the marketing plan. If you have a building with a road in front of it, remember, the best way to get a client to come into your store is when they are right in front of it.

If you need clients from different parts of the Twin cities, then gear your marketing to those media that will reach them.

I like to test and measure before committing large sums of money on advertising. The other thing I like to do is to market in a variety of ways. I go to networking groups, community groups, vehicle lettering, road signs as well as other print media. My thinking is if you have customers coming in from multiple sources, then you won’t have any problems if one of them stops working.

I also like the web. I am beginning to think that this internet thing is not going away.

good signing

The Sign Guy is the owner of Signs by RSG located in Ramsey, Mn. He and his brother (The sign dude) are 4th generation sign makers and can be reached at 763.753.7571