Here Are My Top Five Printing Sales Mistakes
Here are five things that I see all the time when I receive sales pitches from print companies. Every single one of these actively puts me off. And I know they put off other buyers too.
So here are my top five printing sales errors
- Talking at length about technical issues that are of no interest to me
- Selling on service and quality (every printer says they can do this—buyers take it as a given)
- Not asking me about my business and my goals
- Not letting me speak—you’d be surprised how often this happens
- Treating me as quote fodder (many printers have said to me that if you throw enough mud, some of it sticks. Prospects deserve to be treated better than this—and, yes, we can tell when this sort of pitch is being done)
If you don’t do any of these things then I’d like to congratulate you. You’ll get better results than most print salespeople.
p.s….These aren’t the only issues that prevent me from buying from salespeople. Find out the rest: 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."