Awards & Engraving

March '16

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A&E MARCH 2016 • a-e-mag.com 15 Sales & Marketing you. There is so much knowledge to be obtained by what others are saying about a particular segment of busi- ness. These publications can prepare you before you make a personal call on a client. They are a great place to get names and location, but there is still much homework to do before you make a contact. Your existing clients. Learn to let your existing clients know you can now handle more business. I recently did just this: One of my clients of over 25 years asked me to support a charity that he supported. After the event, he called and thanked me for joining with him on short notice to support something that was important to him. Then he said, "If there is anything I can do for you, just let me know." I said, well there is a group I think you know who I have been trying for over 15 years to get an audience with. Maybe you could put my name before them. He said, I am going to see them this week in California at a meeting. Leave it up to me; I will get back with you. In less than a week, I received an email with the contact's name, and he said, "Steve you should reach out to these folks now, the time is right—they are ready to listen!" I did, and we had an appointment immediately. Observe how reaching out to your present client base can help you expand into markets that simply might not be available to you on your own. ONE STORY ABOUT HOBBIES I have told you in other articles about when I started finding my niche, which was selling horse shows across the Midwest. One of my clients lived and worked in the Dayton, Ohio area. Every year, I would set up near Ket- • Sheet metal • Stock blanks • Screen printing • Sublimation • Custom blanks • Chemical etching THE ID PLATES GUARANTEE Our reputation is built on quality and we are second to none when it comes to metal. We make sure every order results in 100% satisfaction ... period. The ID Plates team of metal experts will work with you to make sure that your orders are the best quality possible for your customers, guaranteed. WE MAKE YOU LOOK GOOD, GUARANTEED. Contact us for free samples or a quote. www.idplates.com | sales@idplates.com | 800-395-2570 Laser BLack on MetaL 800.733.7705 • www.LaserBits.com Works for all lasers! Spray on and laser engrave to create black on metal.

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