How do you make yourself matter to your customers? How did selling today become such a “soft” touch? How did things like liking, loving, trust and your mission become more important than prospecting, qualifying, features benefits, and closing, closing, closing? The reality is that people usually buy from people they like. What is always true…
Read More
E-commerce: Is available all the time Serves unlimited customers or prospects at the same time without waiting Allows the customer to browse without pressure Listens to exactly what the customer says, and shows them what they’ve asked for Suggests other items gently, while showing them what they ask for Remembers who customers are on every…
Read More
Question: My QuickBooks isn’t working the way it should. Is there anything I can do to fix the problems? Answer: If you are experiencing basic operating problems in QuickBooks, there is a “Verify and Rebuild” function. To run this, back up your QuickBooks first, and go to “File” to “Utilities.” Run “Verify Data,” which will…
Read More
Back when I was growing my original Proforma distributorship, I was teaching one of our newer sales reps how to conduct field calls. In my view, field calling is a lost skill. Sadly, in this day of email and voicemail, salespeople think they don’t need to get out and do field calls. I strongly disagree…
Read More
Question: Can I print checks in QuickBooks? If so, do you have any tips for buying the checks? Answer: Yes, you can print checks in QuickBooks. When doing so, the transaction is recorded directly into your general ledger (into the account you designate). Also, when writing a check to pay a supplier purchase order, the…
Read More
Building your promotional products business is a journey. How is your journey going? Are you running into unpleasant surprises and unexpected potholes? Great journeys start with a vision. You must know where you are going. This is your dream. So dream big. What do you hope to find, to create, to feel, to experience and accomplish on your journey?…
Read More
For the last decade, we’ve been told to make obscure passwords to keep our data safe. NeverM1Nd!, the advice was bad. Researchers have now proven that a password such as “Tr0ub4dor&3” would take only three days to crack. If we used four-word phrases, such as “correct horse battery staple,” it would take 550 years to…
Read More
About 25 years ago, we purchased a great 30,000 square foot office building on a beautiful eight-acre campus. Soon after, I met with the signage company to finalize the wording for our sign. At first it seemed like a no brainer that the sign should read “Proforma Headquarters,” but that wording didn’t align with the…
Read More
Question: When printing a check, the wrong bank account shows up. Can I set a default checking account? Answer: Yes, you can select a default checking account for various functions. Go to: Edit > Preferences > Checking (on the left side) > My Preference tab at the top. Here you can select a bank account…
Read More
Many of us hold the mistaken belief that the more clients we have, the more money we make. That is a myth that does not serve us well. My first great breakthrough on my quest to become a multi-million dollar producer was that, to get to the next level, I needed to fire the deadwood…
Read More