If I Trained Sales Reps
6. Ask prospects and customers what they’re looking for. See #2. Everyone will be different. To some, low pricing is key. To others, fast delivery is #1, or creative input. It all depends on the individual.
7. Acknowledge print customer preconceptions. There’s a ton of misinformation about the printing industry floating around (I doubt it’ll ever go away). Spend time discussing this with your fellow sales reps.
8. Be available. Customers expect sales reps to be available by email, phone, even texts. Respond quickly.
9. Introduce your CSR personally. If your CSR will be doing most of the client work, your customers need to know this person. A strong team is a strong asset. Work it.
10. Be transparent. Customers need to trust you. Should they find out you’ve been hiding something related to their account or keeping something significant (and relevant) from them, the relationship will be over.
11. Keep in touch. Don’t disappear from their radar michael kors outlet online once a job is delivered. Keeping in touch occasionally is smart, unless you’re told otherwise. This doesn’t mean only when you’re hell-bent on selling something new. Share something relevant with your customers. Write a good blog. Send an interesting email. Do something!
12. Bring customers new ideas. Never forget you’re the manufacturing expert. Share samples of great stuff you’ve produced for other clients, or email them links about new applications or technologies that could benefit them.
13. Be social. Even if you don’t use social media for business, you need to keep up with the popular sites and tools. You don’t want to be seen as stuck in the past. Find out if and how your customers are using social media for business.
14. Offer to give a plant tour. It’s hard to get customers out of the office, but you should extend this offer. It will open up the dialogue between you and give them more education about your company.
Long regarded as a print buyer expert and trade writer, Margie Dana launched a new business as a marketing communications strategist with a specialty in printing and print buying. She is as comfortable working in social media as she is in traditional media, and now she’s on a mission to help clients build customer communities through carefully crafted content. Dana was the producer of the annual Print & Media Conference.
Although she has exited the event business, Dana is still publishing her Print Tips newsletter each week. For more details and to sign up for her newsletter and marketing blog, visit www.margiedana.com