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Margie Dana

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What Do You Bring to the Table?

by Margie Dana

Whether I succeed or not, I try to make a memorable impression at a first meeting with a prospect. Like that pivotal theme from the Robert De Niro movie, "The Deerhunter," I believe we get one shot.

Are you selling print today? Could it be any tougher to get in front of a prospect? When you DO get there, I hope you go bearing gifts.

No - not food or sports tickets. I'm not even talking about corporate tchotchkes (note pads, letter openers, calendars, and pens).

I'm talking about something of value. Something your prospect could use to help him or her conduct business better, more effectively, or more efficiently. If you really want to be a resource to customers, you have to be resourceful.

Don't just bring promotional SWAG from your company. Think broader.

Is there a book or a magazine or even a recent article that will help inform this person?

Did you hear about a web site or an organization that deals with this prospect's business or (better yet) his customers' business?

Can you share information about a new technology or an industry trend that could make a meaningful difference to the person in front of you?

If I'm meeting a printer-prospect, I bring a copy of my book as a gift. If that particular person doesn't need my primer on working with printers, chances are he or she has an employee or customer who does. I also share insights about trends among print buyers. Though I might be interviewing for a writing or consulting assignment, my goal is to impress prospects with broader value that I offer, to help set me apart from my competition.

So think about your initial meetings with prospects very carefully. Prepare for them with more than packet of samples. You must make a lasting impression that you are not just selling print, you're selling solutions. Do this by establishing yourself as a needed resource for them.

Use that "one shot" wisely. Don't just leave your business card when you walk away, leave something of value - figuratively if not literally.

Comments? Talk to me at

Everyone is welcome - NOT just buyers.

Please join us November 2nd at the Westford (MA) Regency Inn & Conference Center. We have built a rock-solid program of 12 dynamite sessions for our first annual conference.

This event, which will attract hundreds of print professionals, is designed to enlighten and delight you.

Early Birds Save $$

Early Bird Registration (until September 15th) is just $119. Go to our schedule page to choose your sessions and register online.

Exhibit Space Is Sold Out!

For pricing, benefits, and details on other conference sponsor opportunities and Program Guide advertising, go to our exhibitor page.

Who's Exhibiting?

Adobe Systems, Inc.
Alliance Print Group
American Printing
Colonial Printing Company, Inc.
Concord Litho
Creative Automation
Daniels Printing
Deschamps Printing
DMI, Inc.

FGS
Flagship Press
Graphic Litho
Hewlett-Packard
J. S. McCarthy Printers
Japs-Olson Company
Matheson Higgins/ Congress Press
Millennium Graphics
Mohawk Fine Papers

NeoPrint, Inc.
Printable Technologies
Reynolds DeWalt
Sappi Fine Paper
Shawmut Printing
StoraEnso
The Journeyman Press
UniGraphic (also sponsoring the keynote!)
Winthrop Printing

Upcoming BPB Program: Variable Data Printing

When:	Wednesday, September 13th, 6 - 8:30 pm
Where:	Millennium Bostonian Hotel
What:	Cocktails, networking, dinner, program and a trivia contest.
Cost:	$20 for Members; $50 for Nonmembers

Sponsored by Reynolds DeWalt of New Bedford, MA, this program will focus on the hot topic of VDP.

Topics to be covered:

Database requirements
Database? I don't have one……. Now what?
Elements of your VDP campaign: What can be variable and what works
Utilization of this technology for data collection

Our presenters:

Peter DeWalt, President of Reynolds DeWalt
Scott Dubois, Cross-Media Specialist
Susan Roche, Cross-Media Specialist
Eric Johnson, Vice-President, Sales

Register today! Don't wait and risk missing out! We only have room for 60, and our events fill up very fast. If you join Boston Print Buyers, you can attend this event for just $20. Nonmembers can register for $50.

More information »»

In the News

Cary Sherburne, Senior Editor for Whattheythink.com, interviewed me recently about the upcoming BPB Conference. Read the full interview.

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Margie Dana Services: New and Improved!

Print Consulting - I help printers understand customers and vice versa.
Sales Rep Coaching - I educate new sales reps about today's print buyers.
Print Education - I educate corporate staffs of buyers about the current industry: what's happening and what's about to happen.
Great Writing - I develop marketing materials of all kinds for printers and other firms. Brochures, direct mail, sales letters, ads, articles, etc.
Web Sites - I develop new content for web sites or audit and edit old ones.
Customer Surveys - I develop written ones and also surveys done via the phone.
Speaking - I deliver energetic and memorable presentations about printing and print buying. Call 617-730-5951 for more information or look at the speaking page on our website.

BPB Sponsor Directory

Take a look! The BPB Directory offers firms a unique online presence for their prospective customers. Interested? Visit our sponsor information page for details.

Guest Contributor!

Louise Kralka, VP of Sales for Integria, Inc., has written a new article called "Show Me!" Visit our Resources section to read this great piece. Click on "Show Me!"

If you want to be a Guest Contributor (and think you can cut it!), email me at

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Print Production Specialist, Brookstone, Merrimack, NH

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