5 Other Ways PIworld Can Help You Sell More
3) Sound bites in the news.
I love to start a conversation with, “I just heard this on the radio…” or “I just read in the paper that...” There are a lot of industry-related news stories that you can use as conversation starters, ways to relate to your clients and prospects, or ways to introduce a new topic or concept.
For example, today on PIworld there is a News story about a company that will become a beta test site for the new HP Indigo 10000. After reading the article, I learned that new sheet size for the press is nearly 21x30˝, and that the printer’s plant will utilize wind energy and is carbon neutral.
If I were talking to a client, I might ask how valuable that sheet size would be for them, and how important a green platform is. It may help guide my company as to what equipment we might purchase in the future, but it also helps me understand more about what my clients’ priorities and what their future projects might look like.
4) Margie Dana’s blog.
If you ever want to get into the mind of a print buyer, here is the place to do it. Margie offers great insights about what to do (and not to do) to find your way into the hearts and loyalties of the elusive folks who sign the POs.
Click on the PIworld webinar page and you will be introduced to upcoming discussions on such topics as pricing strategies, workflow automation, personalization and QR codes. Not just for sales people, there are topics for all levels and all roles within your manufacturing facility. And as someone who has provided content for these events many times, I can say that the speakers are often world class. The webinars are usually free...so they’re worth every penny.
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.