Here's One Word That Can Double Your Print Sales
One of my clients recently doubled the turnover of a job
Their customer requested 350 brochures. But the printing company ended up with an order for six roller banners as well!
The printing company carried out one simple strategy to achieve this result:
They asked "Why"
The brochures were needed in a hurry. The salesperson simply asked why they were required for this particular deadline.
It turned out that the customer was attending an exhibition. The salesperson immediately talked to the customer about what else they might need for the event. So they quickly won the order for the six roller banners as well.
Remember to ask your customers "Why" next time you are speaking with them.
You may well end up with some extra work.
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."