What Are You Going to Do as Restrictions Ease?
Businesses are gradually reopening
As I write this, governments are beginning to work out how to permanently ease many of the restrictions we have been living under. There is a desire to get our economies going again. But what does that mean for printing companies?
Coronavirus means you can’t rely on your current customers anymore
Many companies are dramatically cutting costs to try and survive as they reopen. And, sadly, many companies will cease trading as a result of the pandemic we have suffered.
That means printing companies have to go out and find more business. The hard reality is that much of the business we have traditionally relied upon may not exist when we try and start trading as normal again.
How do you feel about going out to find new customers?
Knowing you ought to do this and having the confidence to write an email or pick up the phone are two completely different things. Many people I speak to in the printing industry really struggle when it comes to building new business.
Here are some of the things I hear:
“What do I say?”
“I’ve no idea how to handle a conversation like this!”
“I just wish someone would show me a letter that I could adapt to my needs and send out.”
If you struggle with the idea of selling or marketing, there are probably a few myths that are holding you back
Sadly, there are a number of incorrect beliefs that stop people from winning the new business that they need. In my next column, I am going to share three of these myths with you.
P.S. Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my new book “Done For You Sales Scripts” with a full selection of templates so that you are confident in knowing exactly what to say to prospects and customers in all sorts of situations. Here’s the link: https://profitableprintrelationships.com/online-training-resources/done-for-you-sales-scripts/
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."