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.
Profitable Printing Relationships
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...
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.