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...
Profitable Printing Relationships
The following are five things that I see all the time when I receive sales pitches from print companies. Every single one of these actively puts me off. And I know they put off other buyers too.
First impressions can really make a difference to the print buyer. The first elements of the sales message can either make a buyer choose on price, or it can make them want to use your company even if you are more expensive.
I’m always surprised that many print salespeople miss good opportunities to sell to me. Here’s a checklist of sales opportunities that are often missed.
People listen to what you say . Naturally, that means it's vital you say the right thing. But it is easy to encourage a customer to take the wrong action without realizing it.
Everyone has a business card these days. I recently added augmented reality to my business card. I encourage people to download the app for their smartphone and scan my card. At this point they are presented with a number of options.