Larry Elliott spells out an approach that has helped him grow a successful sign business in a challenging market. Put this to work and watch your sales increase.

One of the best trade secrets ever was the three-tiered pricing approach Mike Jackson first shared in SignCraft 25 years ago. Rather than offering one version of the sign based on what you think the customer wants and is willing to spend, you also show two upgraded versions. Take a look at how Larry Elliott, Elliott Design, McLemoresville, TN, uses this office display to boost profits and do more of the work he wants to do.

Most small businesses lack a cohesive image. Yet more than ever they have to compete with chains and franchises who often do a great job of creating a strong image (i.e., brand) for themselves. Rich Dombey, Rich Designs, Hillsborough, NJ, is a great example of  sign shops who use their design skills to help small businesses create a professional image. It’s also a very successful approach for the sign designer.

One of the great sales tools for selling sign work are before-and-after examples of the same sign layout. What faster way to get the prospective client's confidence than to show a generic layout of their sign (or any sign) beside a drawing of what you would have produced? Here's how one sign pro does it.

It's easy to get into the habit of using the same two or three substrates for most of your work. But sign pros have never had more options--today there's a substrate for every task.

The humble A-frame sign is an easy add-on sale that can really benefit your customer.

It’s great to sell a sign, but it’s even better to sell a package that includes the sign. In so many cases, there’s something you can sell in addition to the sign the client came to you for. A logo design, T-shirts, caps, site signs, vehicle lettering, business cards… what else do they need to help further their image with their prospective customers? 

Every smart sign shop owner knows that it makes sense to borrow from the success of other sign shop owners. Over time, veteran sign people like Mark Agnew learn what works and what doesn't, and that information is priceless...

In today's tight economy it's more important than ever to crank the work out. You can either work harder, or work smarter and more efficiently.

To make money in the sign business you have to be efficient. It's easy to desing masterpieces, but a lot harder to find customers with the budget to pay for them. The secret is to desing signs that look great, but that you can produce quickly, easily and profitably.