Do Your Customers Really Know All That You Sell?
Here’s an embarrassing story
I was mentoring a client recently and I happened to mention my copy writing services. She immediately said, “I didn’t know you offered that.”
So much for selling my services effectively!
Not telling your customers everything you do is a common situation
Nearly every time one of my mentoring clients interview one of their customers this issue crops up. We find that they offer a service that their customer knew nothing about.
But it’s hard to tell your customers about every single product and service that you offer. Can you imagine trying to go through everything in one meeting? The client’s eyes would glaze over. They probably wouldn’t be able to take everything in. And they certainly wouldn’t remember everything.
So how do you tell customers about extra services?
Make sure you drip-feed this information through:
- Mention new ideas to them when you speak to them
- Send out mailers with details of other services you offer
- Send samples in the mail or when you deliver jobs
- Send emails with case studies of projects you carried out for other clients
- Post pictures of new products on social media
Here’s a quick action point
Tell a customer every day about at least one of your extra services.
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.” 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."