Are You Wasting Your Time With Your Print Sales?
Three printing companies lost out on the chance to win a new client. All because they failed to remember an important lesson.
Print sales people MUST follow up on quotes
There’s always the opportunity of a meeting with a new prospect. There are always client and production problems to be sorted out.
However, it is not acceptable to fail to follow up on a quote. This story is not an isolated incident. I have lost count of the number of printing companies that have failed to follow up on quotes with me.
Remember to follow up properly
A single phone message or a quick e-mail doesn’t count as a follow up. You need to have some proper feedback from your prospect or client.
It can take time to get through to your contact. But it also took time to get to the point where you were able to produce that quote. No-one said that sales was quick or easy work.
Do you really not have the time to follow up on quotes? If so, you must make sure that someone else at your company has this task delegated to them.
Here's a quick action point for you
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. Just like the three companies that missed out on the print work for my friend.
P.S. Learn what buyers expect and how they think. 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/
- Categories:
- Business Management - Marketing/Sales
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."
