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 just 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?
Think about what your five closest competitors would say to that person
How does the introduction to your company sound now? Are you still happy with it?
Or are you worried that you are sounding dangerously similar to the competition?
When I run workshops for printing salespeople we go through an exercise like this. There are usually around eight printing companies in the same room. Everyone is always surprised at how similar most companies sound.
Naturally, if everyone sounds the same there is a big problem.
If everyone sounds the same, why should a buyer want to change their supplier?
If you do not sound different to other suppliers there is little motivation for a buyer to want to work with you. In fact, there is probably only one reason why they would change from their current supplier.
That reason is price. And you don’t want to base your business model solely on undercutting the competition.
Do you stand head and shoulders above the competition?
Or would you struggle to stand out from everyone else's pitch?
Well done if you know you stand out! You are doing far better than most of the printing company sales pitches that I hear.
P.S. Get instant advice on how to sound different from other printing companies. Download Matthew’s free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/
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."