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.
Profitable Printing Relationships
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...
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.