Open Enrollment | Subscribe to Printing Impressions HERE
Connect
Follow us on
Advertisement
 

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
 

Eight Errors I Found in One Print Sales E-mail

In this week's blog, I will present eight errors I found in a recent print sales e-mail, and how you can avoid from making them.  Read More >>

Industry Centers:

You’ll Never Make a Sale on Social Media, But It's a Vital Tool for Selling Printing

The best sales are made once the salesperson and the prospect have gotten to know each other. Then they can see if there is a good fit between the two of them. Many people seem to have forgotten this on social media.  Read More >>

Industry Centers:

Why Cold-Calling Sucks - Here’s a Sales System That Works Better

Most salespeople that I talk to would rather do anything than make a cold call. It is generally considered the worst part of a salesperson’s life. Sure, there are a few salespeople that thrive on it. I take my hat off to them. However, for those of us lesser mortals, wouldn’t it be nice to have a system where we didn’t have to cold call?  Read More >>

Industry Centers:

How Your Receptionist Can Be the Key to More Print Sales – or Less Print Sales

I am told that the average person makes a very quick decision on whether they are interested in buying a house or not. Apparently that decision is usually made within the first 60 seconds of walking through the front door.  Read More >>

Industry Centers:

How Too Much Talk Costs Printing Sales

I recently spent over 30 minutes on a call. That’s 30 minutes of my life that I’ll never get back. Too much talk costs print sales! This is one of 10 common print selling errors.  Read More >>

Industry Centers:

One Word That Can Make Your Life Easier as a Print Salesperson

Life as a print salesperson can be hard work. You have a lot of competition that want to hang on to the work that you are trying to win. And they are very keen to win over your customers.  Read More >>

Industry Centers:

Why Exhibitions Should Be an Essential Part of Your Print Sales Strategy

I am constantly surprised at how few printing companies attend events where their customers will be. Here’s just one example. In London, there is a major marketing exhibition. It’s called Technology for Marketing and Advertising. Thousands of people attend.  Read More >>

Industry Centers:

How the Law of Reciprocity Is a Key Strategy for Successful Print Sales

If you help someone, they often want to do something for you in return. In fact, they often feel an obligation to you. They want to pay back what they see as a debt. This is called the law of reciprocity.  Read More >>

Industry Centers:

Three Ways Your Website Can Lose You Customers

Here’s an alternative approach to a Website. Make it all about the customer. Make it clear what type of customer you are trying to attract. Make it clear how you can help the customer. Make them understand why they should choose you.  Read More >>

Industry Centers:

Six Ways You Should Use to Keep in Touch with Customers – Do You Use All of Them?

Trying to contact prospects by phone and e-mail is no longer enough. Nor is it an efficient way of communicating with people. This week, Matthew Parker shows six ways a salesperson should consider communicating with clients and prospects.  Read More >>

Industry Centers:

An Important Test for a Print Salesperson

I have a little test for you today. Tell someone about your company. It doesn't sound that difficult does it? I want you to run through the introductory pitch that you would make to a potential customer. However, there's a little catch—you knew there'd be one didn't you?  Read More >>

Industry Centers:

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: