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

How do you identify pain? Nearly everybody agrees that the most powerful way to sell these days is to use pain. But there's a problem. If you’re speaking to someone for the first time, why would they take time out of their busy day to tell you about their challenges? Why should they help you to do your job?

The most important part of the TPD Principle (Target Audience, Pain, Difference) is pain. People rarely buy features and benefits. The most powerful emotion that drives them towards a purchase is pain. Without pain, buyers have no reason to make a purchase. Here's a four-step process to selling on pain.

I received two awful sales emails recently from printing companies. Both companies were launching new websites. The first one was titled "Exciting New Website" and the other was very similar. So why did I rate these emails as a fail?

One of my clients recently doubled the turnover of a job. Their customer requested 350 brochures. But the printing company ended up with an order for six roller banners as well! The printing company carried out one simple strategy to achieve this result.

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