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
John Foley Jr. is the CEO of interlinkONE and Grow Socially. John and his team help printers get on a strong path to marketing success. Their approach includes software solutions, consulting, Website development, marketing audits, and strategic marketing plans. interlinkONE’s software solutions for the print industry include their marketing automation platform, MAX, and ilinkONE V8. Learn more about MAX: Marketing Automation. Executed. by visiting MarketWithMAX.com, John at JohnFoleyJr.com, and his companies at interlinkONE.com and GrowSocially.com.

Eighty percent of companies believe that they offer above average customer service. But only 8 percent of customers think that they receive above average customer service. The chances of losing your customers are high. This applies especially if you are selling on something such as service or quality.

I want to introduce you to the Twitter feed of a printing company. To be fair to them, I'll keep it anonymous! However, it's fair to say that there are quite a lot of Twitter feeds like this. So what's wrong with their feed?

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?

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