Paper Qualities

Hello everyone in and out of the printing world! Today I want to talk about some multiple different kinds of paperwork that we have to offer and things that people generally use for specific paper pieces. If you think about coming into our shop and we start talking about different kinds of paper you’re probably going to be pretty confused because you might not know the difference between 80 pound and 100 pound paper. So what I’m going to attempt to do today is put our paper into layman’s terms so hopefully everyone that reads can understand what we are speaking in our own language.
So let’s start off with basic 20 pound copy paper. This is a general average run-of-the-mill piece of paper. When you think of making copies, or printing something off of your desk printer this is going to be the general type of paper that you will use. They’re also color versions of 20 pound that people like to use for large brochure jobs and mailers. Generally though they are mainly use for copies, print outs, and small jobs like the such.
The next step up would probably be 28 pound paper. 28 pound is like 20 pound but fancier. 28 pound has a semi gloss finish to it but it still has the flimsiness of 20 pound paper. Most uses are four small brochures, flyers, and sometimes even gift certificates depending on the job.
The last piece of flimsy paper that we have is what we call 100 pound gloss text. If 20 pound paper is a Nissan Sentra, and 28 pound paper is a Toyota Corolla, then 100 pound gloss text is a Cadillac CTS. If you want your brochures, flyers, copies, or booklets to look super fancy, this is the paper for your use. With a high-gloss finish, and a thickness to it, 100 pound gloss text is by far the highest quality flimsy paper that we have.

80 pound is a card stock paper. It is a pretty general and average card stock to refer it to one of the flimsier papers, it is more like a 20 pound but figure most people use this for Business cards, some small orders of flyers, and posters.
The next step of card stock would be 100. This is the main card stock that we use for business card printing is much thicker than 80 pound and she has a lot better quality feel to it. Again 100 pound is a Ficker quality use for business cards , Flyers, and posters.
Last but not least one of the main pieces of card stock is called 100 pounds gloss cover. This is the Lamborghini this is the absolute best card stock that you can use paper trail. This is where you get into the extra charges for Paper, but the quality is unquestionable what you get a hold of your artwork.


Sales – Its different with us…

So every business has to have sales.  Its a proven fact, sales build businesses.  You have to have this one of three pillars at the very least to succeed.  As stated in previous blogs though, sales is different with every job.  In some jobs youre going to be making 300 Calls a day on the phone.  Some jobs you simply work from your car.  Sales varies with what you are selling.  With what we do, we cant simply cold call and close deals over the phone.  There are essentially multiple closes we have to get through before we even seal the deal.

That is what is so exciting about what we do and how we do it.  If youre brand new to seeing our company, first off welcome.  What we are is basically a one stop shop for your Print Marketing needs.  If you need Business Cards, we do that.  If you need signage, we do that.  If you need promotional marketing material, we do that.  If you need to market on Social Media better, we do that.  WE DO IT ALL!  The way we do it, however, is different than any other business out there.  We start by making an introduction.  We introduce who we are , what we do, and why we do it.  We do it because we are passionate about seeing businesses GROW, and weve been so blessed to be in a spot to help make that happen.

Once the introduction is made, we dont go into a sales pitch.   With how many products we have, and all the vast amount of things we can do, its tough to put together one pitch.  What we do is figure out, first, if the company we are prospecting even NEEDS printing.  If there is no need, there will be no sell, BUT in that case you would at least make an intro, and they know who you are.  A lot of times the reason businesses fail is because people simply dont know who they are.  Once we figure out needs, we discuss how we can help.  We help by doing a few things.

One, we provide the absolute top quality of service seen anywhere in our industry, no one can even come close to it.  Service, above all else, is king.  We make sure all of your questions are answered.  We make sure all your needs are met.  We have even been known to do stuff outside of our “job description” to better service our people.  Two, we make sure that your needs mentioned are met through what we do.  We cater differently to every company.  Lee University needs a different look and work done than a Manufacturing Company.  We have such a large and assorted group of people we work with so we have to be sure to be malleable.

We arent here to make you uncomfortable with a sales pitch.  We arent here to push product on you that you dont need, or want.  We arent here to make a quick buck off of you.  Our job as the Top Print Marketing Agency in the surrounding TN area is to create and grow relationships with surrounding businesses and assist in the growth and success of said businesses.  Our job is to make your marketing easy.  Our job is to bring your vision to life through print.

COLD CALLING: Plant the seed

Let’s get straight to the point, cold calling stinks. Whether you were doing it from a phone or dropping in cold on new customers it is not comfortable at all. When you walk into a business any long-term business owner or manager can tell whether or not you are a cold calling or not.

Cold Calling Sales
Believe it or not there is a good way and a bad way to make cold calls. For now I want to focus on dropping in cold on new businesses that you want to do business with, not just talking on the phone.

Before you go to cold call you need to understand that you are not about to make a sale. Unless you were following a script given to you by some big shot stock exchange manager that expect you to sell everyone you call, you are not about to close when you walk into a business cold. The point of a cold call is to plant the seed.

Here is how typical cold call goes with me. I walk into the business with a bright shining smile on my face I walk right up to the front desk and introduce myself to “the gate keeper” The gate keeper is your access to the decision-maker. If you are not nice to the gate keeper you will never get to the decision-maker, and you will never make the sale. After I introduce myself to the gatekeeper I tell them that I’m with Dicks Graphics and Printing, and I hand them the note pad/business card/pen/brochure packet that I have provided for her or him.

Cold Calling Sales
The majority of the time, that is literally all I do. After I hand them the packet I tell them that if they have any questions that they can call me or email me, and I tell them to have an awesome day. Occasionally I will get one or two questions like “ what all do you do?” Or “do your print banners?”. When this happens I can go into a bit more of a spiel and explain more on what our company does and why we do it. Sometimes in very rare occasions they will hand me a business card, order sheet, invoice, or other printed products that they would like a quote on. This gives me a chance to build a relationship more and potentially begin talking with the decision-maker.

Cold calls should be a very minimum of 15 to 30 seconds of interaction. At the very most you want to be in there no more than five minutes. You want to get in, introduce yourself, make a great first impression, and move on to the next call.

Once you’ve made the call be sure and take a note of the address and location. Chances are you probably didn’t get a contact name, number, or email, so when you get back to the office to put it into your customer relations manager, you will put in the name and location and make a follow up appointment for 2 to 3 weeks away.

Cold Calling Sales
I want to emphasize again something I feel that a lot of sales people don’t understand: on a cold call you were not supposed to try and sell, you are there solely to plant a seed and make a good first impression. This is different with every business but for the majority of companies out there when you called call you were introducing your company potentially talking a bit about your product/products and possibly discussing some prices if that relates to what you are trying to sell.
  • Do not walk straight in and asked for the manager.
  • Do not walk straight in and ask for the manager or business owner by name.
  • Do not disrespect the gatekeeper.

These are just a few, among many ways, to NEVER get to the decision-maker, and never make the sale. DONE.