printers

What printers can learn from travel agents – how to improve print sales with three focus points

Posted by Matthew Parker

Imagine that you are going to a travel agent.  You want to book the holiday of your dreams.  You are all fired up about the beach or the hotel or the scenery or the food.

Imagine if, instead of talking about the holiday, the travel agent started telling you about the plane.  They told you about the fuel consumption.  About how they were now able to heat meals three minutes quicker.  And about the safety processes that the pilot went through before take-off.

Would that want to make you use that travel agent?  Most people would decide to choose someone else to manage their holiday.  They wouldn’t trust the travel agent to understand their needs and give them the right service.  The travel agent was not focussing on their interests.

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How printing companies are killing customer relationships with Christmas cards

Posted by Matthew Parker

Chocolate cake and cheese?
Lullabies played by hard rock bands?
Wearing bathing costumes in snow?

Some things are just wrong.  And “This is wrong” kept going through my head last Christmas when I was receiving Christmas cards from print companies.

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How print companies CAN get higher prices – case study 1

Posted by Matthew Parker

Price, price, price!

I hear an awful lot of conversations at the moment about print buyers becoming ever more demanding on price. It is certainly a tough market out there.

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How type 2 referrals can increase your print sales by 25%

Posted by Matthew Parker

How many people are you connected to on LinkedIn?

The answer may not be as straightforward as you think.  I am highly networked on LinkedIn.  I have 1,430 connections.  But what is much more interesting is what is known as my second level network.  This network consists of people to whom my connections are directly connected.  According to LinkedIn I have 335,100 of these connections.

That’s 1/3rd of a million people to whom my connections could introduce me.  Suddenly it seems that I could know a lot of people.  And that’s a lot of potential prospects.

Naturally, not everyone uses LinkedIn (although, in my opinion, you should).  But this theory applies to people you know in real life as well.  How many people do your business contacts know?

How many of those people might be interested in buying print from you?

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How three questions will get you great testimonials from your print customers

Posted by Matthew Parker

Sometimes I just don’t believe what my four year old daughter says.

Occasionally she is trying to get out of trouble!  But more often than not she isn’t telling fibs.  She has just changed things round a bit.  And that is because she is saying what she thinks I want to hear.

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Why the best print sales people think about scaffolding

Posted by Matthew Parker

Do you ever worry that you will get crushed by falling scaffolding?

Many people look refuse to walk under scaffolding, just in case.  They make a point of walking round all scaffolding.  But the chances of being pulverised by steel bars is pretty small.

Scaffolding installations have to be built according to a strict process.  There’s a set way to build up scaffolding.  The workmen have to carry out set steps in the right order.  It is this process that ensures that they have safe results every time.

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Printers: how after-sales will improve your revenues by over 10%

Posted by Matthew Parker

I bought a very useful e-book recently.  But it wasn’t just the contents that were useful.  I was also impressed by the way that the company cared for me afterwards.  I received a number of e-mails.  They made sure that I was putting the contents of the book into practice.  And that I was benefitting from the results.

I was so impressed that I had no problem in writing a glowing testimonial when asked.  And I recommended the book to others when it was suggested.

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Three essential ways to save yourself from print sales extinction

Posted by Matthew Parker

“Are they very old Daddy?”

My young daughter is fascinated by dinosaurs at the moment.  There’s nothing more she’d like to see than a dinosaur flying by!  I have to remind her that they are extinct.

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How customer feedback improves print company sales

Posted by Matthew Parker

Do you like free lunches?

I have a friend who gets free sandwiches at least once a week.  She also gets drinks and cakes for nothing.

Does this sound too good to be true?

Actually, my friend is a mystery shopper for a chain of sandwich shops.  She gets free lunches.  And they get feedback on exactly how their shops are operating.

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Printers: three resolutions that will increase your sales in 2012

Posted by Matthew Parker

Are you planning to lose weight this year?
Get fitter?
Be more healthy?

Most of us have set some New Year resolutions recently.

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