A Sales Guide for Electric and Commercial Sign Companies
Our 90+ page eBook, “Selling Signs – Lessons From the Trenches”, has been created for both signage sales training as well as an accompanying piece to our Nimble CRM for Sign Companies training and implementation offering. It is not a primer on sign types and construction. You can get that from your designers and shop personnel.
Who this eBook is for
This eBook focuses on how to sell signs! It is written specifically for electric and commercial sign companies. It reflects decades of real-world B2B sales experience and is designed to help sign shop owners and sales teams increase revenue, improve closing ratios, and manage complex sign projects more effectively.
About Craig M. Jamieson
I have 50 years of B2B sales and management experience and I spent 15+ years in the custom electric sign industry as a sales representative, a manager, and an owner. I was actively selling in all three positions while securing and managing accounts like The Home Depot and Chevron USA.
What we will cover
This eBook is devoted to one thing … how to increase your closing ratios and increase your revenues, aka your earnings. I don’t do anything fancy. I consider myself to be a selling fundamentalist and I deploy these fundamentals consistently.
Here is what I loved about the sign business. Prices never went down. They went up. When competing against other companies, it was rarely “apples to apples” unless it was a hard bid request and I never chased those anyway.
Chapter #1 – Fundamentals of Sign Sales
Chapter #2 – Traditional Prospecting & Networking
Chapter #3 – Social Prospecting
Chapter #4 – The Role of A.I. in Selling
Chapter #5 – Nimble CRM for Sign Companies
Chapter #6 – Client Meetings
With the advent of the internet, buyers are more informed than ever and have maybe even made their decision before contacting you, but guess what? I can research cars, computers, software, you name it. Custom signs? The simple answer is that you can’t and, as these buying decisions are made so rarely, who will even take the time to try?
What this means is that the decision to buy signs from a vendor is largely based on trust. However, if you don’t establish this relationship with the customer … it’s likely to be made on price. That trust factor, and how to earn it, is the backbone of this eBook. It is what will set you apart from your competitors.
We also spend a great deal of time on prospecting. Not cold calling or smiling and dialing. Prospecting methodologies that are designed to deliver your highest closing ratios. This includes traditional and social networking, generating referrals, and creating power partner relationships. I built my career doing this. I still do.
We have partnered with Sales Coach Pro for real-life, signage specific, roleplays!
The concepts in this book are not meant to stay on the page. They are designed to be applied in real conversations with real prospects. To support that, I now incorporate structured roleplay practice based directly on the principles in this book.
Salespeople work through common signage scenarios and learn how to apply these concepts under pressure. This bridges the gap between understanding the material and actually using it in the field.
Combining this eBook with Nimble CRM
The principles in this eBook, combined with the power of Nimble CRM, provides a powerful one-two sales punch! I have been a Solution Partner for Nimble since before it was formally introduced and I have configured and tested Nimble in a signage environment.
Over the last couple of years, I was asked to hire and train two new salespeople for the company that I used to be a partner in. Neither had any signage experience and both excelled. In all my 50+ years of B2B selling and management, I had never seen these types of first year results. Both relied on Nimble CRM and the principles in this eBook.
Please note – This eBook is not for sale as a standalone product. It has been designed to be included as a part of my sales and Nimble CRM training packages. These options include …
- Nimble CRM only implementation and training
- Nimble CRM implementation and training combined with signage sales training
- Signage sales training only (highly customized based on your specific needs)
How about you? Are you ready to take the next step? Let’s discuss Nimble CRM and selling signs by booking a free 30 minute Zoom consultation.
Sign companies evaluating CRM software often ask what system works best for their industry. I created a detailed guide explaining how a CRM for sign companies can help organize contacts, track quotes, and improve follow-up using Nimble CRM. Here are some other resources.
Our services for sign companies
Learn more about our signage sales training
Signage sales training with real-world practice
More resources for sign companies: See all articles and guides here.
If you would like to explore whether or not Nimble CRM or my sales training might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page.
I would also be happy to connect you to a marketing professional who I know and trust or to an automated yet personalized and human-to-human LinkedIn prospecting system. Please reach out to me at craig@adaptive-business.com for an introduction!