How to Win a New Customer With Just Two Hours’ Work
Here is one of the smartest sales campaigns I have ever heard:
Many of you are already familiar with my friend Nick at Seven Hills Chocolate. Nick is very busy and he doesn’t have a lot of time to spend on sales. But he did spend a short amount on a small campaign recently.
One evening, he sat down and made a list of five key businesses that he wanted to work with. Then he wrote each of them a short, personal, handwritten letter.
The results were impressive
The letter resulted in two meetings and one new client (so far… ). I have allowed one hour to write and draft the letter and one hour for the meeting. So that means he won a significant account with just two hours’ work. That’s a pretty good ROI!
Imagine if you did this on a regular basis
If you wrote just five letters like this every week, you would probably soon have a pretty exciting sales pipeline. That would be well worth a couple of hours a week.
If you want to stay on track for a project like this, it is worth creating a 12-week sales project
It’s a great way to stay accountable of yourself or of a colleague. It means you stay on track with your sales activity and you measure your success.
Gold members of The Successful Print Sales Circle receive accountability as part of their membership. Enrollment is now open.
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. Also, check out my book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met." You learn exactly how to create 12-week sales projects just like the ones I talk about in this article.
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."