Chuck, where are you - Engraving Etc. Forum

From:	Stunt Engraver (DGL)	18 Jul 2006
To:	LaZerDude (C_BURKE)	37 of 109

4334.37 In reply to 4334.21
Chuck, I'd say this thread is far from long and boring. One sound piece of advice you've received is, get plenty of rest. What's overwhelming, at the end of a long day, can be much less daunting, after a good night's rest. That's easier said than done. I'm sure many of the people here (and yourself) can attest to the fact that a businessperson's mind runs nearly non-stop, in trying to find ways to improve their businesses and their quality of life. Here's an idea, based on tourism: You have sublimation equipment. Why not team up with a sportfishing, scuba diving, golfing outfit etc? Have them take digital shots of people with their prize catch, family etc., and email them to you, to be used in ceramic tile murals, refrigerator magnets, keepsake boxes etc. David "The Stunt Engraver" Lavaneri DGL Engraving Port Hueneme, CA

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	Stunt Engraver (DGL)	38 of 109

4334.38 In reply to 4334.37
quote: You have sublimation equipment. Why not team up with a sportfishing, scuba diving, golfing outfit etc? Have them take digital shots of people with their prize catch, family etc., and email them to you, to be used in ceramic tile murals, refrigerator magnets, keepsake boxes etc. David, Thanks for the idea. I guess my biggest challenge is making the contact. Like I mentioned earlier in this thread, I am technically proficient. Marketing is where I am struggling. I am sure there is work out there.....getting it is another question. So how does one approach these potential customers? Cold calls? ( COLD FEET). It goes back to my try at radio advertising. I would sit in my car frozen with fear at the prospect of going into a potential clients place of businesses. How does one convince someone they need ones product or service? Thanks again for the ideas.

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	swede (BRUCE_LARSON)	39 of 109

4334.39 In reply to 4334.32
Bruce, I have investigated signs.....I actually did some indoor signs for Pacific Disaster Center, so I know I can do it but I cannot afford more equipment right now and there are more sign shops on Maui than awards dealers...most are struggling DESPITE the boom in development ( mostly condos and UN-affordable housing. I am afraid that my "tool/equipment" budget is tapped out until I can get the equipment I have making enough money to pay for itself. I keep hear stories about " Man, my laser paid for itself in 6 months...".... How do they do it?

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	UCONN Dave & Lynn too (DANDL48)	40 of 109

4334.40 In reply to 4334.34

Dave,
Believe it or not there is only ONE Country Club on Maui and ironically enough I just got a job from them. A small job, but a job none the less. When the tennis pro told me what he wanted I said YES, I can do that. So I ordered in the necessary items ( trophy marble etc)....$259.00 and paid the freight $330.00 ( over 100% of the cost ) to secure the client in the hopes of getting more work from them. Basically I am paying for the privilege to do the work....... THAT was the straw that almost broke the camels back. I could not see the profit potential so I started wondering what the heck am I even doing this for? And it sort of snowballed from there.

Thank you for your thoughts, prayers, interest and encouragement. I appreciate it more than you might know.

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	Zonas	41 of 109

4334.41 In reply to 4334.35

Zona,
I'm glad the coconuts were a hit.
Thank you for your encouragement. It helps.
As I have mentioned before, marketing is the stumbling block for me. There are a gazillion wedding planners here......I am sure I could offer them SOMETHING, but I do not know how to go about doing it...... sigh......

Thanks again.

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	ULC1 (ESCALES5057)	42 of 109

4334.42 In reply to 4334.36
Eric, Did we not meet at the ARA show in Las Vegas this last march? I think maybe.....your scenario sounds familiar. Anyway, you said quote: By far, the best advertising is word of mouth. Agreed. But it takes sooooooo long....yet that is what I am counting on. I can tell you THIS, waiting for the phone to ring will not work. Which is why I am networking my butt off. Rotary, The Chamber of Commerce, ( My wife just joine Kiwanis) BNI networking, and Toastmasters. I have gotten some work that way....but mostly a lot of small orders.....but orders none the less. My weak spot is marketing....as I have mentioned before. If I could figure out how to comfortably approach new customers I might stand a chance. Yet even when I approach people I know, they always associate me with my other business. One recent example that didn't help my spirits was my tennis coach. I told her what I was doing now and asked how I could help her. Her reply, " I"m happy using brand X. and I'm loyal, so I have no reason to change." BRAND X is NOT a member of the tennis club, the do not play tennis and have no affiliation. I am a member. So that didn't help much either. But I thank you for you encouragement and kind words......best of luck to you and maybe we both just need to stay the course and keep our chins up huh?

From:	Stunt Engraver (DGL)	18 Jul 2006
To:	LaZerDude (C_BURKE)	43 of 109

4334.43 In reply to 4334.38
Chuck, A tangible sample is the best way to create enthusiasm for a product. If a picture is worth a thousand words, an actual sample is worth a set of encyclopedias. :-) Jet ski rentals; the list could go on. You're proposing a win-win to the potential customer. An add-on sale for them and a steady stream of business for yourself. You won't be regarded as a "salesman" as much as a welcome "business partner." David "The Stunt Engraver" Lavaneri DGL Engraving Port Hueneme, CA

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	ALL	44 of 109

4334.44

Everyone,

I cannot thank you enough for all of the encouragement, ideas and suggestions. If nothing else you have bouyed my spirits and gotten me to thinking.

Today I am taking some business and marketing classes, and I think I have finally convinced one of my early mentors to come out and help me with some of my marketing/sales challenges.

On another note the power of this forum and the family and friends we have here is nothing short of amazing, and I am deeply moved by the outpouring of support friendship. I truly had no clue. THANK YOU.

Humbly

From:	cindy (ROBERTM)	18 Jul 2006
To:	LaZerDude (C_BURKE)	45 of 109

4334.45 In reply to 4334.38

Chuck,
Think of cold calls as I'm going into this business and I might meet my next best friend. I have been in sales all my life, but when I first started that was my mind set.

Take pictures and small samples and make yourself a book of sorts to walk in with. Most people will not understand what you can do with a laser unless you can show them. Start off asking them about their business and get an idea of what you can do for them. Leave behind a brocher and a buiness card.

If that still bothers you hire a person to make sales calls for you and pay them 20% of what they sale. Make them fill out a call report with who they called on name of customer and phone number, so if you get a call you will know if they indeed called on them or not.

I carry my book with me all the time. I'm a home based business and deliver most of my orders. When I'm delivering I will try to stop in at one or two places. Rule of thumb is you have to make 7 calls on a customer to make a sale. I try to make calls on customers where I know it will be repeat business.

Do you make rubber stamps? Everyone can use stamps. Call on the companys that mail packages and sell to them wholesale. Set up a display at their business. The companys that sell you the mounts will furnish you a display..

Hope this helps some.
Cindy

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	Stunt Engraver (DGL)	46 of 109

4334.46 In reply to 4334.43
quote: A tangible sample is the best way to create enthusiasm for a product. If a picture is worth a thousand words, an actual sample is worth a set of encyclopedias. :-) How does one get entre` to the folks in the first place to show them the sample?

From:	Carl (CSEWELL)	18 Jul 2006
To:	LaZerDude (C_BURKE)	47 of 109

4334.47 In reply to 4334.46
quote: How does one get entre` to the folks in the first place to show them the sample? UPS! Or USPS. EVERYONE likes to get something in the mail. Especially when it is free. Get a contact name, or send it to the real decision makers in most companies: the executive assistants. Even drop an item off at the receptionists desk, if they have one. Carl Guntersville Laser Engraving Guntersville, AL http://www.guntersvillelaser.com

From:	Harvey only (HARVEY-ONLY)	18 Jul 2006
To:	LaZerDude (C_BURKE)	48 of 109

4334.48 In reply to 4334.42
quote: Her reply, " I"m happy using brand X. and I'm loyal, so I have no reason to change." Here is where the faint bit of my marketing could work. Just let her know if Brand X cannot do a job for some reason you would be more than happy to do it and show her your quality and service. Leave it at that. That professional attitude has won me some business. Not enough business, but every little bit helps. Philadelphia, PA (Really Bensalem) When you finally understand it completely... it changes.

From:	Harvey only (HARVEY-ONLY)	18 Jul 2006
To:	LaZerDude (C_BURKE)	49 of 109

4334.49 In reply to 4334.46
quote: How does one get entre` to the folks in the first place to show them the sample? For me that is the most daunting fear, I am not good at calls. Just go in with the attitude that you can help them increase their business and they can help you. Be friendly and ask who is the appropriate person to talk to. If they are not there ask if you could leave a card, or call back. Giving them that choice puts them in the driver's seat and puts them at ease. That is the extent of my marketing abilities, with the exception of, "Yes we can do that and you'll love the results." Philadelphia, PA (Really Bensalem) When you finally understand it completely... it changes.

From:	Stunt Engraver (DGL)	18 Jul 2006
To:	LaZerDude (C_BURKE)	50 of 109

4334.50 In reply to 4334.46
Chuck, My method probably goes against most "official" marketing strategies, but I've had a good degree of success with the casual, face-to-face, "regular guy" approach. I just got back from being gone for a few days and I have some loose ends to tie up. Just wanted to let you know I saw your message. I'll be back to elaborate, possibly in a new thread, in the "marketing" folder. David "The Stunt Engraver" Lavaneri DGL Engraving Port Hueneme, CA

From:	Peter	18 Jul 2006
To:	LaZerDude (C_BURKE)	51 of 109

4334.51 In reply to 4334.46
quote: How does one get entre` to the folks in the first place to show them the sample? Chuck.... I am amazed !!!!! Truly !!!! At the Beach Party.... Your the bloke that wore the grass skirt...your the bloke that couldnt be shut up......your the bloke that would not let go of the microphone....your the bloke that talked to everything standing upright... Youve got personality plus..youve got a giant smile and a friendly face.. when you smile and talk..people listen ,because you have that endearing quality about you. You speak with authority,conviction and self believe in the timbre of your voice and the quality of your words. All this I have gained from the times we speak on skype.. Cindy has given you exceptional advice. Pick up the phone and call, ask for the responsible person, ask for an appointment, put it in your diary, take your business cards, your portfolio/brochures, your book of sorts and a small engraved item ( make sure it has your business details on it as well)...and go yak with them... Like at rotary or lions or the chamber..just be Chuck..( whilst mentioning the different things you can do for them) and...Knowing the Chuckster.......you will be so busy you wont know what to do with yourself. Cold Call: pick a day, pick 10 different places..simply walk in introduce yourself and point at the things You could do for them...or..suggest things...after introducing yourself of course.. Now..you will get the occassional.." Get Lost"..but that is par for the course.... You will get the hang of it in no time. :-) regards Peter Peter Vasic Engraving Services Co. Adelaide, Australia. http://www.engravingservices.com.au

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	Peter	52 of 109

4334.52 In reply to 4334.51
quote: I am amazed !!!!! Truly !!!! At the Beach Party.... Your the bloke that wore the grass skirt...your the bloke that couldnt be shut up......your the bloke that would not let go of the microphone....your the bloke that talked to everything standing upright... And YOU are the bloke that Kissed ME B-) In a casual atmosphere, where I am not trying to promote or sell, I'm great.. ( just ask me) but believe it or not, I am quite shy and in situations like cold calling ( which I KNOW I have to get over)... I freeze up. Sigh....

From:	UCONN Dave & Lynn too (DANDL48)	18 Jul 2006
To:	LaZerDude (C_BURKE)	54 of 109

4334.54 In reply to 4334.52
Chuck, I cannot believe that you are like that since I also suffer from terminal fear of cold calling. As you said in a casual atmophere I'm fine but on a sales call I turn into a bowl of quivering jelly. Are you sure we are not related? Actually, I didn't develop the terninal part until after I got sick, but I always did fear it. Just remember, a lot of actors and singers get so nervous before going on stage that they vomit so you aren't alone in this fear. Dave Born at night, just not last night.

From:	LaZerDude (C_BURKE)	18 Jul 2006
To:	UCONN Dave & Lynn too (DANDL48)	55 of 109

4334.55 In reply to 4334.54
quote: Just remember, a lot of actors and singers get so nervous before going on stage that they vomit so you aren't alone in this fear. Dave Dave, God help us both if we ARE related ( insert laugh here). As for being on stage? I have been. I have been in radio, been an MC, had a television show on the local cable channel, no fears, no butterflies....nothing.....it is just something that comes naturally to a ham..... But SELLING??????? That is different.