Stop Selling Printing. Start Selling Time

Millions of voicemail messages begin with some version of this:

“My name is Bill, and I’d like to talk about how we can save you money on your printing.”

Delete.

You are offering the same thing as every other salesperson while directing the conversation toward price. Even if the prospect calls back, guess what they will want to discuss?

Try selling something more valuable: time.

Your prospect is busy. Calls go unanswered. Messages are not returned. That is frustrating, but it is also useful information. People do not have enough time, and their current vendors may be consuming more of it than necessary.

That creates an opportunity.

Explain how working with you helps customers get more done. Talk about accurate quotes, dependable delivery dates, proactive communication, simplified ordering, and having one resource for multiple products and services.

Those things save time. They also reduce worry, interruptions, and the need to chase down information.

Your message could be:

“I know you probably don’t have time to return another salesperson’s call. That is exactly why I’m calling. I’d like to show you how working with us can give you some of that time back.”

Now you sound different.

Saving money earns appreciation. Saving time earns loyalty.

Price will always matter. But when you demonstrate that doing business with you makes someone’s workday easier, it does not have to be your chief competitive advantage.

Join The Sales Vault at SalesVault.pro or call Bill Farquharson at 781-934-7036

The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.