News

Neil Tortorella to Present At the 2009 HOW Design Conference.

Plantation, FL: Neil Tortorella will be presenting, Consultative Selling for Graphic Designers, at the 2009 HOW Design Conference in Austin, Texas. The event will be held at the Austin Conference Center, June 24 - 27, 2009.

Tortorella said, “Graphic Designers trade in ideas and concepts. We develop solutions to communication problems. As such, the consultative sales model is a perfect method to approach prospects, win business and become a trusted, valued partner with our clients, rather than simply a vendor.” He added, “Consultative Selling for Graphic Designers will be a session that lays the groundwork for this sales method and teaches attendees how to use it successfully.”

Some of the topics Neil will address in his talk are:

• Understanding the difference between marketing and sales
• The consultative sales process – an overview
• The importance of differentiation and a solid value proposition
• Targeting the right prospects
• Qualifying prospects
• Making contact
• Opening a dialogue
• The sales call - what to say and what not to say
• Preparing for the initial meeting
• Becoming a resource for your prospects
• Demonstrating your expertise and value during the sales cycle
• Moving from vendor to valued consultant
• What are you really selling?
• Gathering information
• Identifying the client’s true problem(s)
• Developing measurable solutions
• Building the relationship
• The end of the project is really the beginning of the relationship
• Establishing trust
• Looking for opportunities to help your clients prosper
• Suggesting projects, methods and tactics to help make your clients’ lives easier and more profitable

For more information, visit the HOW Conference site at www.howconference.com.

Founded in 1985, HOW strives to serve the business, technological and creative needs of graphic design professionals through its popular magazine, website and annual events for design professionals, yearly design competitions, digital products and books. The magazine is published in Cincinnati by F&W Publications.

Tortorella brings with him over 30 years experience as an award-winning graphic designer, writer and marketing consultant. Since 1986, through Tortorella Design, Neil worked with Fortune 500 and small to mid-sized companies, developing pragmatic solutions to their communications challenges.

Tortorella is a cofounder and management team member of CreativeLatitude.com, a popular web site and resource for creatives and the clients they serve. The site provides information about the creative process, ethical business practices and a wide array of articles, links and resources. He is also associated with No-Spec.com, a site that combats the proliferation of speculative work requests targeted at creative professionals.

Neil is also an avid writer on marketing, promotion and business topics. He authors a popular blog, “Inside the Marketing Mind.” His writing can also be found on BoDo – Business of Design online, where he’s a founding team partner and author of the Marketing Minute.

Tortorella is featured in the book, The Savvy Designer’s Guide to Success, by Jeff Fisher, published by HOW Design Books, Cincinnati, OH and in Creatively Self Employed, by Kristen Fisher.