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What to do when prospects say no

It’s time to embrace no! Sales people hate the dreaded word “no” when they are talking to prospects and customers. It means that their sales efforts have been wasted. They have put in a lot of hard work trying to win new business, only to be rejected. However, some sales people see no as an opportunity. They are not put off when someone appears to reject them. These sales people prefer to see no as a stage on the sales journey which needs to be worked through. They are often able to form strong relationships with their prospects despite the…

Nine ideas for selling print during the coronavirus pandemic

Business is tough for everyone right now Many owners of printing companies have told me that business has fallen off a cliff. The events sector has no requirements. Most supermarkets are prioritising food deliveries over point of sale. Some magazines have moved temporarily to digital. These are just a few of the hits that the printing industry is taking right now. But there is also good news Several printing companies have reported good orders from new customers who are turning to print to market their businesses. Businesses are still trying to trade as much as possible: print can help them….

UKvUSA special: Survival After The Corona Crisis

How can our industry survive during and after the coronavirus crisis? Deborah Corn and Matthew Parker discuss how printing companies are managing the current situation and what opportunities might exist in the coming weeks and months. Please add your thoughts in the comments sections below. Links Mentioned in this episode: Matthew Parker: https://www.linkedin.com/in/profitableprintrelationships/ Deborah Corn: https://www.linkedin.com/in/deborahcorn/ Print Media Centr: https://printmediacentr.com PS If you liked what I had to say, make sure you sign up below for regular updates from me Get your free copy of “10 Common Print Selling Errors And What To Do About Them’ (worth £19/$29) right now…

Coronavirus: how printers are helping the world

I have seen a wonderful side to society at this time Three weeks ago I asked my newsletter circle to share what you were doing to help people during Coronavirus. Many of them came back to me with some marvellous responses. What so many of you in the printing industry are doing to help your communities is heart-warming. Here are some of the ways printers are helping “I wanted to let you know, that even in the darkest times, we have a community that is strong. Our school systems are providing pick up lunches each day for students that need…

I’m beginning to look to the future: are you?

I hope you are safe and well More importantly than anything else, I hope you and your families and loved ones are keeping as safe as possible. The current situation affects us all. My wife and I now know several people who have the Coronavirus, even though we live in an area that supposedly has a low number of cases. I know there is at least one reader of my newsletter who has had the virus and is now, thankfully, recovering. We have all been through tough times in the past few weeks There will be very few of us…

We should communicate with empathy in these times

Most people have worries about coronavirus Right now most of us will have grave concerns that stem from the coronavirus pandemic. What will happen next? Will all our loved ones be safe? How are we going to manage with restricted movement? Will our business survive and how are we going to cope in the medium term? We have a completely new set of challenges to what we were facing a few weeks ago. It is highly disturbing. And, for many people, it is creating high levels of stress. The last thing we need right now is another sales e-mail! I…

Why printing companies should think about the aftermath of coronavirus now (and two action points)

The world seems a grim place right now If you are like me, you probably know people with Coronavirus. And you probably have friends and family who are firmly in the at-risk sector. It can be hard to look forward when we are faced with so much human suffering. In addition, many companies are faced with having to take drastic action to keep their businesses running. There is a huge downturn in business for many printing companies. It can be hard to think about better times. But they will come. We will get through Coronavirus Let us remember that China…

Five steps printing companies should take to survive coronavirus

This was unthinkable a few weeks ago At the beginning of 2020 it was business as normal. Now, just ten weeks into the year, many printing companies are wondering how they are going to survive. Jobs have been cancelled. Work has slowed to a trickle. Their staff are at risk. Desperate times call for action. Most people have not been in this situation before. It is a learning curve for everybody. The one thing no-one can afford to do is carry on with “business as normal”. But that is what has surprised me in conversations with many printing companies. Too…

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 when is the best time to contact a prospect? 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 engagable mood at precisely that time?!). Others will say that it’s a Monday afternoon. (By the way, there may be loads of prospects who are ready to take calls…

UKvUSA episode 3: What investments matter to print customers

Many buyers don’t care about your new press! Many printing companies spend a lot of time shouting about the new equipment that they have just invested in. But there are a lot of investments that they make that they don’t talk to clients about enough. Here three investments that really matter to buyers: they may not be what you think! Links Mentioned in this episode: Matthew Parker: https://www.linkedin.com/in/profitableprintrelationships/ Deborah Corn: https://www.linkedin.com/in/deborahcorn/ Print Media Centr: https://printmediacentr.com PS If you liked what I had to say, make sure you sign up below for regular updates from me Get your free copy of…

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