Why Print Salespeople Need to Think Like Bank Robbers
They have successfully won clients in this way because they are so focused on a market. Prospects understand why they should use this company as opposed to others. Pricing is much less of an issue.
But some people may see a problem.
Is this enough work to fill their presses?
Of course not. However, this is just one of the target markets that they successfully sell into.
Here’s a route you can follow to achieve similar results.
Follow these action points to improve your sales margins
- Review your customer base and select your most profitable customers
- Create a profile around these customers
- Adapt your sales strategies to target similar customers
After all, if you stick to targeting any old prospect you may struggle to book the work you need. Then you may start running out of money. If that’s the case, you may need to follow the example of Willie Sutton and start robbing banks...
P.S. Get some more ideas on how to get better margins from buyers. Download Matthew’s free e-book “Ten Common Print Selling Errors and What To Do About Them” now at http://profitableprintrelationships.com/e-book/
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."