You Only Have Four Months to Make More Sales
The end of the year is rapidly approaching: How will you make the most of your sales time?
Some people will focus on production and servicing their existing customers. In other words, they will stay within their comfort zones. Others will realize that they need to do something that achieves more work. For many printing companies, the problems caused by the pandemic have made it essential to rebuild business. These people will make a plan to go out and win new business.
What’s the best way to make a plan to win more sales?
I’m a great believer in 12-week sales projects. These are focused sales plans where:
- You set a detailed sales target
- You understand the journey you want your prospect to take to become a customer
- You decide the right sales activities that help the prospect take this journey
- You set activity targets
- You measure your activity
- You measure the results of your activity (not just the end sales)
The right sales plans don’t take over your life
It is important to realize that a 12-week sales project can be successful with just four hours’ work a week. So they work just as well for one-person businesses as for full-time sales people.
In my next article I will share three ideas for simple 12-week sales projects that achieve results (even during a pandemic). Look out for this in two weeks’ time.
There’s a massive divide between printing companies right now
I’m seeing a clear divide between those that are growing, even in the current COVID climate, and those that are struggling to survive. The most important aspect about the successful printing companies is that they are focusing hard on winning more business.
Make sure you are in a position to be one of the successful printing companies
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 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 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."