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Here’s the secret to making sure that you achieve sales results

If you want to succeed in sales, make yourself accountable Sales accountability is key if you are going to get things done. Here’s why it works: You focus on activity Being accountable is not about saying how much you sold last week. It’s about setting activity targets and making sure that you carry them out You overcome challenges A good accountability partner will help you recognise any challenges you came across. They will also help work out how to overcome them. You make sure your activity achieves the desired results Accountability is also about making sure that your activity is…

Can a rep really earn a living selling just print?

What is print? One of my readers asked me “Can a rep still earn a living selling just print?”. To answer this, we really need to define what “print” is. We are in such a diverse industry now and there many ways of describing what we sell. For the purposes of this article I came up with three possible definitions of print: Selling printing  By this, I mean the traditional approach of telling prospects that you will carry out any printing that they need. You have an awesome press with loads of bell and whistles. Your company offers excellent quality…

Why giving people choice results in fewer sales

What has selling jam got to do with selling print? If you want to learn a valuable lesson about sales it is worth looking at a study carried out in 2000 which was based on selling jams. The research focussed on buyer behaviour at a jam stall in a local market. At some periods the stall displayed 24 varieties of jam. At other times it displayed only six varieties.  These two scenarios resulted in very different buyer behaviours. The stall with 24 different jams had around 40% higher engagement, based on people who stopped at the stall. But the stall with…

When Is the best time to contact a prospect? Here is the definitive answer

The research is wrong! There have been numerous research studies, advice and opinion published on the optimum time to try and contact new prospects. And there is one thing that is the same in all the pieces: none of them agree on any time.  Some will tell you that it is 11.10am on a Wednesday morning (how did they manage to work out that every prospect is in a talkative and engageable mood at precisely that time?!). Others will say that it’s a Monday afternoon. But although there may be loads of prospects who are ready to take calls and…

Print Buying #UKvUSA episode 7: Should Salespeople Sell Print?

Is Coronavirus a long-term opportunity for print? In this episode, incredibly, myself Matthew Parker and Deborah Corn actually agree on quite a lot! But, of course, we end up differing on a fair few issues… Hear our views on: How Coronavirus is exposing a whole new audience to print How the conversation with prospects has completely changed How some printing companies are getting it totally wrong Productisation Partnerisation Contextualisation The importance of programmes in selling Vertical market thought leadership Empathy Sounds interesting? Listen now! PS If you liked what I had to say, make sure you sign up below for regular updates from me…

Print Buying #UKvUSA episode 6: Social Media for Business Growth

There’s no single way to approach social media successfully The sparks fly in this discussion between myself Matthew Parker and Deborah Corn. In this episode Deborah and I give some very different views on: Should you be on social media ? The best way to cultivate a social media community What size should your community be? How much time should you spend on social media? Automation: good or bad? What sort of content should you share? Do you need to carry out measuring, planning and testing? Should you become a thought leader? This episode was recorded pre-Corona and super-relevant now! Social media automation tools mentioned…

Print Buying #UKvUSA episode 5: Managing extra charges

Why does the printing industry give away so much for free? And how can we change this situation? In this episode Deborah Corn and I discuss: Should you charge for fixing files? How do have the extra cost conversation? Whom should it apply to? Why does our industry focus on lowest price? Do customers always want lowest price? How one printing company cut their prices without being asked… By the way, Deborah and I both agree that the printing industry can and should charge more… That’s why you should listen to this podcast! When do you make extra charges? Do…

New print opportunities after coronavirus. Case study 2

Social distancing guidance will be in place for a long time Businesses HAVE to put in the right measures. What’s the best way to achieve this? With print of course! What sectors does this apply to? Retail businesses Offices Transport This will also apply to leisure and events and restaurants in the future What products can be sold? Floor graphics Window graphics Signage Leaflets Hand sanitiser stands (just like a point of sale stand) Sneeze guard barriers Desk barriers Branded protective workwear Here’s why this opportunity is so big Print company FD Signs went from being a business that had…

Print Buying #UKvUSA episode 4: Education vs. Salesucation

Without educating our audience, print slowly dies… But whom should we educate and who should do the educating? In this podcast, Deborah Corn and I discuss: How do we educate our most profitable potential customers Is it time to stop connecting with the brands? The difference between education and sales (is there one?) Education vs Inspiration How have printing companies inspired us in the past The BIG failure of the printing industry over the past few years Action points every printing company should carry out right now (33m40) Please add your thoughts on the best ways for the printing industry…

New print opportunities after coronavirus. Case study 1

Let’s be positive: coronavirus has changed many businesses forever We are used to hearing about all the business suffering as a result of the current pandemic. But we should also remember that many businesses have re-invented themselves and are thriving. And this has created opportunities for print. Today I want to look at one thriving sector. The home delivery sector is a fantastic opportunity for print Many bars, shops and restaurants have had to rapidly adapt and offer home delivery and collection services. Many of these businesses see this as a permanent part of their strategy going forward. People are…

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