Blog posts
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Here’s a novel idea: sell printing by using print!
The average printing company doesn’t use print Their factories may be filled with ink on paper, but none of it relates to them. When it comes to selling their products and services they rely on everything apart from print. They use e-mail, social media and cold calling. So why is there such a dislike of using print? Why are we abandoning the communication channel which we champion to other people?...
Here’s a novel idea: sell printing by using print!
The average printing company doesn’t use print Their factories may be filled with ink on paper, but none of it relates to them. When it comes to selling their products and services they rely on everything apart from print. They use e-mail, social media and cold calling. So why is there such a dislike of using print? Why are we abandoning the communication channel which we champion to other people?...
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How a Call To Action wins print sales (and 3 us...
Have you ever had a sales person calling you “just to check in”? This is one of the most pointless sales calls ever. It tells the prospect that you have nothing worth saying to them. It gives them no reason to buy from you. It is a waste of both your and their time. I’ve occasionally made these calls and e-mails myself. I know that when I’ve made them it’s...
How a Call To Action wins print sales (and 3 us...
Have you ever had a sales person calling you “just to check in”? This is one of the most pointless sales calls ever. It tells the prospect that you have nothing worth saying to them. It gives them no reason to buy from you. It is a waste of both your and their time. I’ve occasionally made these calls and e-mails myself. I know that when I’ve made them it’s...
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The three types of pain that can help you sell ...
Marketing , Print Sales Imagine that a doctor has just announced some bad news to you What happens if you suddenly discover that you are suffering from an illness that you didn’t realise you had? You will focus on how to get better. Money is suddenly no object. It’s the same with sales. Show a prospect a problem that they didn’t know they had and they are suddenly interested in how to...
The three types of pain that can help you sell ...
Marketing , Print Sales Imagine that a doctor has just announced some bad news to you What happens if you suddenly discover that you are suffering from an illness that you didn’t realise you had? You will focus on how to get better. Money is suddenly no object. It’s the same with sales. Show a prospect a problem that they didn’t know they had and they are suddenly interested in how to...
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Here’s how one printing company convinced me to...
I’ve shared a lot of sales messages from printing companies recently. They have all had one thing in common: they have encouraged me to buy print on price. I’ve received a lot of feedback from these posts. They seem to have touched a nerve with the print sales community. However, I’ve also been issued a challenge by a number of people. Give an example of a good sales e-mail If...
Here’s how one printing company convinced me to...
I’ve shared a lot of sales messages from printing companies recently. They have all had one thing in common: they have encouraged me to buy print on price. I’ve received a lot of feedback from these posts. They seem to have touched a nerve with the print sales community. However, I’ve also been issued a challenge by a number of people. Give an example of a good sales e-mail If...
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How the TPD principle stops print customers cho...
Print Sales “But we’ve always done it like that.” That’s the frequent answer to the first of my questions that I ask when I visit a company as a consultant. That first question is why are things done as they are. Many times, processes and principles have been passed down from person to person. These processes and principals have never been challenged. But the business environment around us is changing....
How the TPD principle stops print customers cho...
Print Sales “But we’ve always done it like that.” That’s the frequent answer to the first of my questions that I ask when I visit a company as a consultant. That first question is why are things done as they are. Many times, processes and principles have been passed down from person to person. These processes and principals have never been challenged. But the business environment around us is changing....
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The seventh myth of print sales: social media i...
Print Sales Have you noticed how print has always been under threat? First it was radio. Then it was television. After that, the Internet came along. Now it’s social media that is threatening to put an end to print. Despite these continuous threats, print has always survived. It continues to be a very effective channel for communicating with people. Will social media bring an end to this? Will it be...
The seventh myth of print sales: social media i...
Print Sales Have you noticed how print has always been under threat? First it was radio. Then it was television. After that, the Internet came along. Now it’s social media that is threatening to put an end to print. Despite these continuous threats, print has always survived. It continues to be a very effective channel for communicating with people. Will social media bring an end to this? Will it be...
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The sixth myth of print sales: selling service ...
Print Sales I have been approached by over 1400 printing companies. That’s a lot of print sales pitches to sit through! So now I play a little game. Here’s how it goes. In my last article, I explained how most print sales pitches sound exactly the same to buyers. My game centres around these similarities. I have a little tick list. Every time I get a new sales pitch from...
The sixth myth of print sales: selling service ...
Print Sales I have been approached by over 1400 printing companies. That’s a lot of print sales pitches to sit through! So now I play a little game. Here’s how it goes. In my last article, I explained how most print sales pitches sound exactly the same to buyers. My game centres around these similarities. I have a little tick list. Every time I get a new sales pitch from...
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The fifth myth of print sales: customers only c...
Print Sales When the print salesperson is white and sweating, then you have done your job. It’s a familiar situation to everyone. The buyer has been ruthlessly in action. They have mentioned budget limitations competitor prices the promise of further work the risk of them changing supplier Slowly but surely, the print sales person has been forced to give way. If they want the work they will have to compete...
The fifth myth of print sales: customers only c...
Print Sales When the print salesperson is white and sweating, then you have done your job. It’s a familiar situation to everyone. The buyer has been ruthlessly in action. They have mentioned budget limitations competitor prices the promise of further work the risk of them changing supplier Slowly but surely, the print sales person has been forced to give way. If they want the work they will have to compete...
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The fourth myth of print sales: it’s the custom...
Print Sales The more urgent the job, the later the files. A printer is only as good as the last job they delivered. The customer will have conveniently forgotten what you said to them, unless you have it in writing. These are just some of the things that I have heard printers say about customers. I think we all agree that they have more than a grain of truth in...
The fourth myth of print sales: it’s the custom...
Print Sales The more urgent the job, the later the files. A printer is only as good as the last job they delivered. The customer will have conveniently forgotten what you said to them, unless you have it in writing. These are just some of the things that I have heard printers say about customers. I think we all agree that they have more than a grain of truth in...
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The third myth of print sales: prospects are fa...
Print Sales I love all the features of my car. I like the 170 bhp engine which makes acceleration so easy. I like my 18 inch alloys which hold the road so well. I like being able to control the contents of my iPod from the steering wheel. And the climate control keeps the temperature just right. I have to admit though, I didn’t need the parking sensors. Their constant...
The third myth of print sales: prospects are fa...
Print Sales I love all the features of my car. I like the 170 bhp engine which makes acceleration so easy. I like my 18 inch alloys which hold the road so well. I like being able to control the contents of my iPod from the steering wheel. And the climate control keeps the temperature just right. I have to admit though, I didn’t need the parking sensors. Their constant...
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The second myth of print sales: relationship se...
Print Sales Have you ever seen a print sales person imitate a goldfish? This happens to me a few years ago. He wasn’t expecting the answer that I gave him. His mouth opened, then closed but nothing came out. He went all goggle eyed. The reason for this fishy behaviour was because I said a single word to him: “No”. The print sales person had just changed companies. He had...
The second myth of print sales: relationship se...
Print Sales Have you ever seen a print sales person imitate a goldfish? This happens to me a few years ago. He wasn’t expecting the answer that I gave him. His mouth opened, then closed but nothing came out. He went all goggle eyed. The reason for this fishy behaviour was because I said a single word to him: “No”. The print sales person had just changed companies. He had...
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