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About Matthew

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
 

When Was the Last Time You Told a Customer About the Power of Print?

Most people are receiving more e-mail than they can cope with. Direct mail is having a resurgence because people actually take notice of mail. There are a number of case studies about companies that reduced their catalog print and crippled their sales. The right use of QR codes, Personalized URLs and augmented reality allows people to interact effectively and personally with print.  Read More >>

Industry Centers:

How Asking for a Quote Can Reduce Profits for Printing Companies

Next time you are talking to a prospect, see if you can avoid asking for a quote. Why not wait for the prospect to suggest you do some pricing for them. Then you will know that you have someone who is really interested in you and your company.  Read More >>

Industry Centers:

Why Selling on Social Media Can Lose Printing Companies Sales

It is important to remember that not everyone wants to be social on social media. Some people will not engage as much as we would wish. However, many people are likely to engage when the time is right.  Read More >>

Industry Centers:

Are You Wasting Your Time With Your Print Sales?

Review your process for following up quotes. Do you have time blocked out in your diary for this? Have you developed a contact sequence to ensure you maximize your chance of client feedback? If you don’t have a plan for this activity you risk losing out on clients.  Read More >>

Industry Centers:

Three Reasons Why You Should Not Deal with a Prospect

There is huge pressure to win printing jobs at the moment. However, sometimes the cost of dealing with a nightmare client outweighs the benefits. If the warning signals are present, you should discuss whether this is a sales opportunity that is really worth following up.  Read More >>

Industry Centers:

How the Slow Food Movement Can Help You Increase Your Printing Profits

It’s tempting to approach printing sales as if you're cooking a fast food meal. Too often I receive approaches from printing companies that focus on getting a quote to the estimating department as quickly as possible. However, this could be costing the company valuable profits.  Read More >>

Industry Centers:

Why Printing Companies Struggle to Make the Same Margins as Print Brokers

Printing companies that focus on the client's world are more likely to create profitable relationships with their clients. They will be talking about how they can help the client's company. That means that both client and printing company are more likely to achieve what they want.  Read More >>

Industry Centers:

How Talking About Fruit Made Me Want to Buy from a Printing Company

You don’t need me to tell you that there are plenty of printing companies going after the same prospects. You need to be able to engage your prospect quickly. You need to make them understand why you stand out from the competition.  Read More >>

Industry Centers:

Why Print Salespeople Need to Think Like Bank Robbers

If you stick to targeting any old prospect you may struggle to book the work you need. Then you may start running out of money. If that’s the case, you may need to follow the example of Willie Sutton and start robbing banks...  Read More >>

Industry Centers:

The One Important Thing You Must Do Right Now!

It’s tempting to keep doing what we are used to. It’s tempting to keep to the same old message and to keep contacting your prospects and customers in the same old ways. However, the world is changing. If we don’t change with it, we get left behind. In printing, sales that can have a massive effect on sales and profit margins.  Read More >>

Industry Centers:

How Not to Lose Your Prospect

I remember one time I received a call from another printing company. To be honest I was having a quiet day. So with nothing better to do I thought I’d give the sales guy a chance.  Read More >>

Industry Centers:

How Salespeople Can Take the Lead

At the beginning of any conversation, if you set out your agenda the other party is forced to follow it. That means you are in control of what is happening. And you control when things happen.  Read More >>

Industry Centers:

The Three Words You Must Use if You Want Effective Client Communications

Print salespeople don't give much thought as to how they will handle a conversation. As a result, the client doesn't really understand what the salesperson is trying to achieve—they are not receiving structured, easy-to-understand communication. It's vital to spend a little time planning before sending any communication out.  Read More >>

Industry Centers:

The Innocent Sounding Question that Spells Danger

Can you imagine a buying decision being made after a two-word question? There’s one question that can make or break the decision to place work. Most salespeople don’t realize the effect that their answer to this question can have.  Read More >>

Industry Centers:

The Five Things Print Salespeople Must Do Before Friday

This week's blog is all about giving yourself a little bit more pressure. It's all about committing to doing some extra things this week. Print salespeople who carry out the following five tasks will be on the road to achieving more sales.  Read More >>

Industry Centers:

How a Low-key Strategy Stops Prospects from Refusing to Meet You

Printing companies that carry on with the same traditional sales approaches will struggle to achieve their targets. They will find prospects harder to convert to customers. They will be treated as commodity suppliers. The conversation will be all about price.  Read More >>

Industry Centers:

Why Mindset Can Make You Drop Your Prices When It Isn't Necessary

Printing companies that know it's not all about price will find that they often achieve higher profit margins. They will certainly find that they win new customers more often. Because they are selling on more than price, they will find it easier to create a worthwhile relationship with a prospect. The prospect will respect them.  Read More >>

Industry Centers:

Why Phone Store Syndrome Sucks: Five Ways to Upsell Successfully

Many people enjoy being sold to. They are happy to buy more. This applies to business purchases as much as consumer purchases. But you have to offer the buyer the right opportunity. I’m always surprised at how many upsell opportunities printing sales people miss.  Read More >>

Industry Centers:

How the Seesaw Effect Can Kill Successful Customer Relationships

Printers who establish balanced relationships will also achieve more powerful partnerships. This is because they will be respected by their customers rather than being treated as a commodity supplier. Printers who fail to establish balanced relationships are likely to suffer problems.  Read More >>

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