What’s the One Big Thing That Reduces Most Printing Companies' Profit Margins?
My life as a buyer is easy
I push on price and printers give in.
Most people are scared that they are going to lose work to the competition unless they agree to a buyer’s price demands. However, there is one important thing that you should remember:
If I’m talking to you about price, I want to use YOU
I may even be in a situation where I need to use you. So a price conversation does not have to be totally one-sided.
Naturally, you may still need to bend a little in order to win the job. But, as part of the deal, you can get some very worthwhile concessions from a buyer.
Next time, don’t make my life as a buyer so easy.
P.S.: Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” at http://profitableprintrelationships.com/e-book/
You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
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" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."