How JoAnne Visits New Prospects
and Obtains Sales for
Custom Website Designs and Printing Services

Background - JoAnne is an Independent Contractor and was hired by our Dealer, Rapid Printing, to manage their "Print Shop Marketing Program" that was furnished to them by CityNation. JoAnne was given the responsibility to run the entire Marketing Program as her own business and to represent Rapid Printing as her only client. JoAnne’s total income comes from commissions obtained by selling Custom Website Designs produced by CityNation and by selling Printing Services produced by Rapid Printing. Rapid Printing does not pay JoAnne a salary.

Note: These sales techniques described by JoAnne are used by Sales Reps that wok directly for CityNation and sell our Custom Website Design and Advertising services.

Rapid Printing gave JoAnne the list of all their printing customers (past and present) when she started her marketing and sales for Rapid Printing. She was given the responsibility to visit all their customers and promote the sales for Rapid Printing. This included the fact the Rapid Printing had become a Dealer for the Custom Website Designs produced by CityNation.

For this opportunity to run her own business, JoAnne was happy to agree (at no cost to the Print Shop) and she would represent the Print Shop for promoting and selling their printing services, and she would also sell the Custom Website Designs produced by CityNation. This was perfect for both Rapid Printing and JoAnne.   

CityNation furnished to JoAnne the training, Sales Presentation Manual, marketing and sales tools, and the on-going sales support services as part of the "Print Shop Marketing Program" that Rapid Printing receives as a Dealer for CityNation.

The following is JoAnne's article on how she obtains her sales for both the Printing services furnished by Rapid Printing and the Custom Website Designs furnished by CityNation.

Hi, I’m JoAnne,

I would like to describe h go about getting new customers for my Custom Website Designs and for my Printing. I always carry my Promotional Flyers that CityNation designed for me and I follow my pre-planned route for visiting businesses in my Territory. I also carry my Brochures for Rapid Printing so I can represent them to every prospect and so I can promote and sell their printing services. The Presentation Manual that CityNation provided to me enables me to easily start my presentation and get right into the sales aspect and close sales orders. I obtain new customers by cold-calling and by referrals from existing customers.

I operate as an independent contractor with my own business as a representative for Rapid Printing. My customers make their payments in the name of Rapid Printing for all printing services. Payments for the Custom Website Designs are made to either Rapid Printing (when paid by check) and to CityNation (when paid by credit card). In either event, I always receive my commissions at the end of the week.

I like being my own  boss. Rapid Printing gave me an office with my own desk and phone. I use their fax machine and I can schedule customer meetings in their conference room. Rapid Printing has established clear responsibilities for me. This includes sales goals for both Printing and Website Designs. My income comes from the commissions I receive from my Printing sales (both new and follow-on orders) and from the Custom Website Designs (both new and renewal orders). My commissions from just the Custom Website Designs range from $175 to over $600 each order.

My job is to use the Marketing System developed by CityNation to obtain orders for their Custom Website Design service and to obtain orders for the Printing services produced by Rapid printing.

When I started, I phoned CityNation and they helped me to learn all about their Marketing Program. They sent me the Sales Presentation Manual, with my own name on the pages and the flyers, including the Order Forms that I give to prospective customers. CityNation also told me about their website special pages that provide additional help, such as sales scripts that tell me what to say to prospective customers, how to get organized, how to give away the free advertising service as part of the Print Shop Marketing Program, and many other things. I discovered that these tools are absolutely essential to obtaining and closing sales.

Let me tell you about my customers. On this particular Monday, the first business that I visited was Nick’s Speedy Carwash. I entered the carwash and asked Who handles your advertising so I can give your business a free advertisement in the Local City Guide.”  I immediately pointed to my Flyer and said “I need to get this free ad filled out by the right person at your car wash.” I was quickly told to see Nick, the Manager.

“Hello Nick, I am with Rapid Printing and CityNation Publishing - and we noticed that your business is not yet listed in the Local City Guide. This is a free advertisement that can bring you more customers from your local area. My name is JoAnne and I am here to help promote your business.”  

I shook Nick’s hand, looked at him and smiled. Without hesitating, I pulled out the Flyer and said “Lets get this free ad filled out so more people can learn about your business. It’s free and you control the contents of the ad and you can even make updates each month. It’s all provided free to you from Rapid Printing. You do not pay anything for this ad in the City Guide. That’s what I do. I go around to businesses and give free ads. That’s part of my job."

I began filling out the Flyer, which is also the Order Form for the free ad. I entered the name, address, asked for his phone number, email address, his website name, and helped Nick decide upon the 25 words that describes Nick’s business. At this point, Nick wanted to make sure that the right description for his business would be written. So, Nick made a few changes until he was finally satisfied.

I told Nick that “I can come back every month for your free monthly updates to this advertisement – and you could change the ad to show a different Monthly Special if you wish.” In the meantime, I looked around and notices laying on the counter were some printed flyers and some brochures, that were not printed by Rapid Printing.

I pulled out my Brochure for printing Services that was given to me by Rapid Printing. I told Nick that we produce guaranteed quality printing and we are experts at designing brochures and flyers for their business. I gave Nick the Rapid Printing Brochure and said “I will talk about our printing services when I see you next month for the updates to the free ad that we will publish for you.”

Meanwhile, I had noticed that Nick’s brochure and flyer did not even mention a website. Without hesitation, I opened my Presentation Manual that CityNation prepared for me and I immediately started to describe our Custom Website Design service that also includes Display Advertisements for 12 months, promotion of their business on the Internet for 12 months, and everything they needed for an entire website, including hosting fees, special Key Words so people can quickly find Nick’s car wash - all of this starting at only $49 per month.

As I turned each page of my Presentation Manual and described the special advertising and Custom Website Designs that Nick would receive, I noticed how he was especially interested in the part that described our promotion of his business.

So, I told Nick that our company has a Sales Promotion this week. If he orders the Custom Website Design today, he will also receive a special online Brochure that we design and promote on the Internet for 12 months for his business. This is totally free as a bonus if he orders the Custom Website Design this week. And, we will also give him a CD that contains his online Brochure so he can print his own copies to give to customers. I pointed out that other companies charge over $400 for this kind of Brochure, and they do not include the 12 months of advertising and promotion.

Nick was impressed. And, he was especially interested in the free online Brochure that we would design, publish on the Internet, and promote for 12 months, free as a bonus. I pulled out the Order Form that lists the various “Total Website Packages” and “Internet Advertising Packages” produced by CityNation and began filling in the information. I selected one of the “Packages” for Nick and showed him the list of all the services he would receive. I selected the GOLD “Total Website Package” for $59 per month and $690 initial design fee. I could have selected the “Internet Advertising Package” for only $49 per month, but I decided Nick probably would want a 6 page website and the additional display advertisements that Citynation will publish published.  

I told Nick that I could get him started today. There would be no payment until after we start the designs. All he had to do was sign the Order Form and we would begin his designs. And, he did not have to pay until 3 days after we started his designs. Our Design Specialist would phone him tomorrow to discuss his designs and obtain all the information needed to prepare his designs. And, Nick can approve everything before it is published.

Nick asked a few more questions and than signed the Order Form for the GOLD “Total Website Package.” I also obtained all the information I needed for Nick’s free advertisement. I thanked Nick and told him that our Design Specialist would call him tomorrow. As I left, Nick said “Thank you, I always wanted to get a good website and promote my Speedy Carwash on the Internet.” Nick was impressed and said he would talk to his partner about having all their printing done in the future by Rapid Printing.

And that’s how I got my first order for the week. I earned $420 from that order. And, every year when Nick renews his “Total Website Package” I will receive $212. Plus, when Nick begins to purchase his printing services from Rapid Printing, I will make more money from his Speedy Carwash. I love this Print Shop Marketing Program. It works so good for me, especially with my Presentation Manual.

At the monthly sales meeting at Rapid Printing, I described this story about my order from Nick’s Speedy Carwash. I also pointed out a few other things, such as: This method works most often for me when (1) I show a sincere interest in the customer’s business, (2) I use the Presentation Manual, and (3) I continually work toward my goal of filling out the Order Form

I may not obtain a signed orders every time on the first visit. However, I always tell the prospect about the “free monthly updates to their free advertisement” and that I will visit them each month for their free updates. And the next month, again I will go through the same procedure of using my Presentation Manual to work towards the Order Form. This method is so good. That’s how I obtain so many orders every month. 

“About 50% of my orders are the STARTER “Total Website Package.” Most of my customers for the Custom Website Design later start purchasing their printing from Rapid Printing. And, many of my existing printing customers also purchase a Custom Website Design from me." This marketing Program works both ways.

"When I started, I only obtained about one order a week for my Custom Website Design service and one new customer a week for my printing service. However, after a few weeks, I developed a routine, established a route, and learned how to easily use my Presentation Manual. That’s when I began to earn over $700 a week and climb to over $1,000 in commission a week from my sales for the Custom Website Designs and the Printing Service. This resulted in an increase of printing business at Rapid Printing by over 20% in 3 months."

JoAnne Richardson, Dayton, Ohio