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.
Profitable Printing Relationships
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.
Many of our customers don’t know much about print. They don’t care much about print. That’s why it is so important to stop talking about print and start making the conversation about your customer.
Your job title should no longer be an indication of your seniority at a company. Its purpose should be to engage your prospects and customers. Tell people more about what you can achieve for them. Mention your products, solutions and services.
Apple is very good at upselling me. They plan all their products and marketing around the upsell. Many printers apply a standard profit margin to the services they offer to a particular type of client. Upsells should have a different markup.