How to Win Bids at Your Price
You are one of five sales reps that bids on a job. The client calls and says, "Yours was not the lowest price. Congratulations. We are placing the order with you."
How did you accomplish that?
Your phone rings. A client has invited you to sit in on a planning meeting for a new project. Before you even open your mouth, the job is already yours.
How did that happen?
If I had titled this blog, "What Marketing Can Do for You," would you have read it? I doubt it. Marketing is boring. It's plain. I don't mean it's uninteresting. To the contrary. What I mean is, it's just not something that we get excited about as a reading topic. And yet, it's building a brand from a marketing campaign that establishes you as a thought leader and not just another printer who can magically make ink and toner stick to a substrate.
You win bids at your price through marketing, not sales. Differentiate yourself ahead of time. It takes time and content, but if the result means more and better business, isn't it worth it?
If you needs sales and are willing to put in the work, go to BillFarquharson.com and click on the “Training” link in the header. If you need sales but lack the commitment for that program, buy my 25 Best Print Sales Tips Ever! on Amazon.