How Not to Lose Your Prospect
I remember one time I received a call from another printing company. To be honest I was having a quiet day. So with nothing better to do I thought I’d give the sales guy a chance.
He told me where the print company was located. And he told me the presses that they had. This is what I get from many, many print sales pitches. It just doesn’t engage with me. So I decided to give him one last chance.
“Tell me what’s different about your company.”
“I don’t know really. I guess it’s just the usual. Service, quality and price.”
If that’s the best that someone can come out with then they don’t deserve to get time on the phone with prospects. I ended the call pretty quickly.
It was such a shame. This person had a chance to really sell himself to a buyer who was prepared to give him a little time. And he blew it.
- He showed no passion about his company
- He showed no interest in me
- He came out with a set of standard print sales clichés
No wonder he said he was finding the marketplace tough.
What are you putting into your sales message that will really make a buyer sit up and take notice?
Most people have a better sales message than the person I just told you about. But often they are not engaging. That’s because they just talk about the usual. Service, quality and price.
If you want to grab my attention you better come up with something more compelling.
P.S. Get some more ideas on how to make a buyer sit up and take notice. Download Matthew’s free e-book “Ten Common Print Selling Errors and What To Do About Them” 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."