Profitable Printing Relationships

Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.

Download his free e-book, “Ten Common Print Selling Errors And What To Do About Them

When I run sales workshops, I ask participants how many effective new business calls they manage to make in a day. The average answer is five to six calls. I rarely receive an answer above 10. These are not unusual results.

I believe in following up three or four days after my first contact. And then I keep following up. Naturally, prospects are often not going to be happy if you phone or email them every three to four days on an ongoing basis! So I like to change my patterns. I try contacting by different channels.

The time you spend servicing the account of a nightmare client could usually be spent more profitably. How much time would this allow you to spend finding and selling to more profitable prospects? How much time would you have to upsell the clients you enjoy working with?

Sometimes, it seems that buyers are only interested in chasing the lowest price. If your competitor can offer the same job for a few dollars cheaper, your client will move. One of my readers e-mailed me this frustration recently and asked what they could do about it. It's tempting to blame this behavior on a lack of loyalty these days.

I was speaking to a client recently. This printing company has an excellent reputation in selling more complex print solutions. However, they don’t sell multi-channel solutions. I was intrigued and asked why. This was their response...

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