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Why treating your print customers well is a recipe for disaster

Print companies who treat their customers well are unlikely to succeed in today’s marketplace. Does that sound odd? Surely good customer service is an essential to successful business.

How print companies force buyers to choose on price (and three ways to improve your sales message)

I’m tired of hearing the same old message from so many people in the print industry.  I’m tired of hearing that buyers are driving down prices. Some of you may think that I’ve lost the plot here.  After all, print prices are steadily declining.  Isn’t that down to the actions of buyers?

Why print companies that want to reduce sales costs need sticky customers

Do you have an iPhone?  Or an iPod? Or an iPad? If you have an Apple device like this you’ll be wedded to iTunes.  Every time you purchase some music or an app, you’ll be doing so from the iTunes and app stores.  And Apple will be making a profit.  But it’s difficult to avoid purchasing from them.  To get the best from your device, you need to purchase through Apple. You’re a sticky customer.  You keep coming back for more.

Why your sales message can help a prospect choose another print company (even if you’ve made a great pitch)

Can you imagine creating a great sales message to engage your customer?  It focusses on a small target audience.  It highlights a key pain.  And it shows that you have a fantastic solution to this pain. Can you imagine seeing the buyer’s eyes light up as you explain this to them.  Can you imagine the buyer exclaiming that this is exactly what they need? And can you imagine the buyer going to another printer and asking them to provide your solution? Wouldn’t you feel disappointed, frustrated and robbed of your rightful job?

How to use case studies to create compelling print sales pitches (why your customers will find it hard to say no to your multi-channel offerings)

Do you like watching detective shows?  Or reading crime novels?  It is fascinating how the detective puts together clue after clue.  And at the end they have the proof that catches the criminal.

Why the most successful print companies tell their customers what to do – and why this makes them more profitable

Do you ever put together flat pack furniture?  I don’t know about you, but when I first look at all the bits I tend to find it rather scary.  There always seem to be all sorts of odd pieces and I’m not sure where to put them. And then I read the instructions.  And suddenly everything falls into place.  Everything is simple.  But without the instructions I’d be totally lost.

Why I paid 12.5% more than the lowest quote for a recent print job (and was happy to spend the extra)

Many print companies tell me that print buyers only choose on price.  And that print buyers are only interested in the lowest quote.  Everything is about price.  And printers must focus on providing the lowest prices.

How print companies CAN get higher prices – case study 1

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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Get free access to your 10 Common Print Selling Errors And What To Do About Them (worth £19/$29) here!

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