If we adopt an attitude of selling on price, then selling print becomes a race to the bottom. But, there is always a lower price.
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" 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."
Mike Philie leverages his 28 years of direct industry experience in sales, sales management and executive leadership to share what’s working for companies today and how to safely transform your business. Since 2007, he has been providing consulting services to privately held printing and mailing companies across North America.
Mike provides strategy and insight to owners and CEOs in the graphic communications industry by providing direct and realistic assessments, not being afraid to voice the unpopular opinion, and helping leaders navigate change through a common sense and practical approach.
Difference is what stops buyers looking for cheaper prices. Creating the right difference is an important part of your sales strategy.
Getting prospects to remember your sales message may be difficult, but with the right points, they’re more likely to engage with you.
The printing industry is a great industry and a great community. However, we sometimes forget that it’s all about our clients.
If everyone is talking about price, it must be the best way to win a job. Or is it?
Because clients don’t know much about the technical side of print, here is what you should do to sell your equipment instead.
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