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How to set up 4 LinkedIn meetings in less than 30 minutes

How do you get hold of people you have lost contact with? It is simpler than you think to set up LinkedIn meetings! One of my clients had moved jobs. They couldn’t take the contact details of their network with them. And there were a whole bunch of contacts that they had lost contact with and who had moved jobs. So how did they turn this situation around? Here’s a quick 30-minute exercise to set up LinkedIn meetings that anyone can do I got my client to reach out to twenty of their old contacts that they had lost touch…

LinkedIn prospects are better than other prospects: here’s the proof

I’d sooner have LinkedIn prospects than prospects I found elsewhere There’s a simple reason for this: on average, LinkedIn prospects are higher quality prospects than ones found through traditional means. Do I sound like someone who is either completely hoodwinked by LinkedIn or desperately trying to sell LinkedIn training? Well, I’m keen to train you in my LinkedIn systems, but let’s look at the proof behind what I say. Here’s why LinkedIn prospects are better I have been given access to findings from a large corporation. They asked me not to reveal their name, but they are in the printing…

Can you really get results from LinkedIn? The warm prospect process

What’s the point of LinkedIn? I often get asked this question. Lots of people are told to join LinkedIn because everyone says it will help their business. But once they have created their profile, nobody tells them what to do next. How do you achieve results from LinkedIn So here’s the strategy that I use to achieve results from LinkedIn: I use LinkedIn to create warm prospects My activity is based around having a network of people who are ideal clints for me. They are likely to find my products and services interesting. And they see interesting information from me…

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 8: Finding Print Buyers in a Pandemic

So how do you get hold of prospects at this time? Listen to some great advice from myself Matthew Parker and Deborah Corn. Here’s what we cover: How to pick the ideal prospect Why I spend so much time trying to persuade people not to work with me How to become an expert in a market vertical The power of video What’s the right content for video (where Deborah and I get to disagree!) How social media fits into this area: it is more important than you might think Why chocolate is a useful sales tool this time (this one is from me,…

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…

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