- 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:
2026 Print Excellence Awards
Entries are beginning to arrive at GMA’s office. We’re all excited to see what the new year of competition will bring. Are your entries here yet? If not, take advantage of this tremendous promotion opportunity for your company and show off your highest quality printing work. We promise we’ll make it very easy for you to enter the contest!
Read MoreSafety and Pay Practices Businesses Should Consider for the Colder Months Ahead
With the winter season and snowier conditions just around the corner, is your business prepared for the cold weather safety and leave requests that are also on the forecast?
Read MoreUplift Your Employees by Promoting Back Injury Prevention
Lifting objects is a necessary part of many jobs. However, it’s easy for employees to develop bad habits that can harm their backs and put them out of commission. Back injuries are one of the leading causes of disability for workers
Read More5 Tips for Dealing with Law Enforcement at Work
Every employer should have a law enforcement response plan, experts said at a recent American Bar Association’s annual labor and employment law conference.
Read MoreEmployer Cheat Sheet for Retirement and Health Plan Limits in 2026
The IRS rolled out its 2026 retirement plan dollar limits on November 13, marking the final regulatory release of annual adjustments that will impact all kinds of employee benefits next year.
Read MoreProspecting? Do This, Not That
What's the key to a good voicemail message? In this week's Short Attention Span Sales Tip, Bill Farquharson says something relevant about being relevant.
Read More