- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
03/19/2025
Special Sales Tip for [Insert Name Here]
Source: Bill Farquharson, The Sales Vault, March 17, 2025
Roughly once a week, I receive an unsolicited pitch via LinkedIn that starts with, “Bill, I found your profile and was impressed” or “Your accomplishments caught my eye” or some other generic come-on statement. If I have time, my response is always, “Really? What is it that impressed you or caught your eye?”
Crickets.
There are myriad options for automating the process of obtaining new business. Heck, Sales Vault members will be treated to a free webinar next week, AI and New Business Development. And while I believe there is a place for automation, I think it’s important to strike a balance and not replace creativity or the personal touch. If you’re like me, you have a negative reaction when you find out you’ve been fooled and you’re interacting with a machine. I mean, how would you feel if you knew this sales tip was AI generated?
And if it’s true that we have a negative reaction, the opposite is equally true.
Consider the power of a handwritten note? Think of the impact an obviously-personal “Happy Birthday” message on LinkedIn will have (as opposed to just hitting the “Congrats” option at the bottom of the page). And what kind of an impression do you think will be made when you pick up the phone for the sole purpose of checking in on someone?
When I was a kid, one birthday card always meant the most to me. It was from Joan Wright, an honorary Aunt and the wife of our church’s pastor. It’s not the note or the card itself that made the impression. It’s the fact that she included one stick of juicy fruit gum and a deflated balloon.
Year after year. 60 years later and that’s what I remember: the one who did things differently.
Automate. Engage AI. But don’t forget to be personal every chance you get.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
Other Vault resources:
2025 Wage + Benefits Survey
We're now just one day away from the August 1 deadline. Don’t ignore reality by assuming you’ve already outpaced the competition. While you’re standing still, others could be soaring ahead—attracting top talent and leaving you behind.
Read MorePEA Grand Ceremony
Please join us in congratulating the Best of Category winners! These prestigious awards, along with Judge’s Awards, Rising Star and Best of Show will be recognized at the Grand Ceremony on August 21.
Read MoreThe Inside Scoop on M&A in the Printing Industry
Graphic Media Alliance is proud to host a special in-person Executive Leadership Training Session featuring Jim Russell of New Direction Partners covering critical insights on the 2025 Mergers & Acquisitions (M&A) landscape.
Read More"America's AI Action Plan" Promises Big Changes Across Industries
America’s AI Action Plan will have a huge impact not only AI developers and the tech sector but also on many employers and employees throughout the US workforce.
Read MoreProject Management and the Mailpiece Design Consultant Workshops
GMA's sister association, Print & Graphic Communications Association, is hosting two workshops. In August, learn how to master the art of project management in accordance with the Project Management Body of Knowledge. Then, in October, become familiar with and test the US Postal information contained in the MSMA MDC Study Guide.
Read MoreOne Less Thing
AI offers some amazing capabilities, but because it takes time to learn and master each agent, you might want to take the advice Bill Farquharson shares in this week's Short Attention Span Sales Tip before going down every AI rabbit hole.
Read More