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Here’s an alternative to finding new printing clients

If you’re selling, there can be a huge focus on new clients The truth is new clients are hard work to win. Some people have a proven system for attracting new business. But many people are likely to be spending a lot of time trying to contact lots and lots of new prospects, just to win one new client. The trouble is that many buyers these days don’t want to move to a new supplier. Even if they are prepared to move, there are plenty of competitors who are also trying to win that customer. But while so many people…

How do you know if you are track to win the sales you need over the coming months? Part 1

Many of us suffer from the curse of over-optimistic sales planning At planning time everyone is positive. We know we are going to crush last year’s figures! We know we will grow our company and achieve bigger and better things. The only issue is we often don’t quite know how we will do it… Another issue with planning is that we rarely plan for decline. I have written before about the fact that you can expect to lose between 14% of your customers next year (Source: BusinessBrief.com). Other customers will place less print with you. So the amount of you…

How do you know if you are track to win the sales you need over the coming months? Part 2

The first part of this article can be found here. 3. Set lead targets, not lag targets It is important to set targets on activities rather than results. From the previous work you have done on customer journeys and numbers, you will know the results that you achieve from your activity. So you will know exactly how much work you need to carry out in order to achieve the results you desire.

Free consultancy sessions at The Print Show – here’s how to improve your sales

Do you have a challenge you think I could help you solve? Many people struggle to see how they are going to complete a project. Others want specific advice on how to deal with a prospect or client. Some people want inspiration or an action plan on how to get going with social media or marketing. Or they want to learn some of the systems that I use to bring in business. Here’s how to receive a free 1-2-1 consultancy session with me

Come and see me speak at The Print Show

Come and see me speak at The Print Show at the Birmingham NEC, October 13-15

UKvUSA – 3 Ways Print Buyers Can Deliver a Happy Holiday Season

Two continents: US and UK. Two different buying backgrounds: procurement and agency. Two alternative ways of looking at things. I’m delighted to have teamed up with Deborah Corn from PrintMediaCentr to bring two extremely different views to some important print questions. So welcom e to Print Buying: #UKvUSA where Deborah and I share information about our experiences from both sides of the pond. At the end of this post I have linked to Deborah’s answer to the same question. We wrote our answers (each limited to 500 words) without any idea of what the other was writing. As Deborah says:…

Here’s why selling on pain is so powerful

I run workshops and mentor people on selling printing services One of the core principles that I cover is selling on pain. It’s the most effective way to get a prospect to hit the buy button.

How to find the right pain to sell print successfully

How do you identify pain? Nearly everybody agrees that the most powerful way to sell these days is to use pain. But there’s a problem. Why should you expect a prospect to share their pain with you?

#UKvUSA Does the press matter?

Two continents: US and UK. Two different buying backgrounds: procurement and agency. Two alternative ways of looking at things. I’m delighted to have teamed up with Deborah Corn from PrintMediaCentr to bring two extremely different views to some important print questions. So welcom e to Print Buying: #UKvUSA where Deborah and I share information about our experiences from both sides of the pond. At the end of this post I have linked to Deborah’s answer to the same question. We wrote our answers (each limited to 500 words) without any idea of what the other was writing. As Deborah says:…

10 great ways to communicate with prospects and clients – do you use them all?

It’s good to be disruptive Sometimes disruptive seems to be the new buzzword in business. We are always being told about the latest disruptive technology that we should adopt. For the sales person, disruptive technologies might appear to be totally irrelevant. After all, it’s not got much to do with bringing in business, has it? Right? Wrong! Disruptive communication can make all the difference as to whether you get to talk to a client or not.

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