- 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:
The Power of Print
Last Thursday marked the grand finale of our month-long Print Week celebrations. From packed rooms and award winners to the connections that brought our industry together, here are some of the highlights that made it so memorable.
Read More401(k) Refund Checks: Why They’re Not Always a Good Thing
Receiving money back from a 401(k) plan may seem like a win, but it often signals that the plan failed IRS nondiscrimination testing. When this happens, certain employees may be required to take corrective distributions, which can lead to unexpected tax consequences and reduced long-term retirement savings. The article also explains how better plan design can help prevent this issue.
Read MoreUSPS Announces Fuel Surcharge
The USPS filed notice with the PRC to impose an 8% fuel charge on competitive products, effective April 26, 2026 - January 17, 2027. Recent hikes in fuel prices - over a dollar in the last month alone - have had a significant impact. This is the first fuel surcharge the USPS has ever imposed.
Read MoreCan EPR & Single-Serve Beverage Packaging Coexist?
As extended producer responsibility (EPR) laws spread to more states, Packaging Digest asked beverage industry analysts what the ramifications could be for beverage manufacturers and their prevalent use of single-serve packaging.
Read MoreLocal Up Your Print Sales to Combat Rising Fuel Costs
Fuel prices are rapidly climbing right now, which sends a tsunami of rising costs through the economy. Businesses respond by tightening marketing budgets, which has a direct effect on the print industry. Fuel costs are outside a printer’s control. How you respond to them is not.
Read MoreSell Hard, Sell Nothing
You work hard but have no sales to show for it. Selling owners can relate to that. Being busy but not productive is often the rule, not the exception. This week's Short Attention Span Sales Tip changes that.
Read More