Why Don't You Give More to Your Print Customers?
If we are only focused on price, then we miss the chance to create better deals
When I run negotiation workshops, I always set a task for attendees. They are asked to create a set of negotiation proposals and are given some strict goals. But I also ask them to see what else they can add to the negotiation.
The results of this exercise are fascinating. Some people struggle to come up with anything. But others have lots of great ideas about how to make a negotiation more worthwhile. They create lots of new options. Some generate more revenues. Others create other opportunities.
What could you add to a negotiation?
- How might the buyer react if you suggest a better price in return for more work?
- What other options might the buyer need on the specification?
- Could you manage data or delivery on behalf of the client?
- Does the product need packaging that you can provide?
The possibilities are endless.
Using the NICE system is a great way to come up with trading ideas
You learn all about the NICE system in The Print Industry Negotiation Handbook. You also learn my complete seven stage negotiation system. Many people save many times the price of this book in their first negotiation.
PS 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 at http://profitableprintrelationships.com/e-book/ 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."