Do you find print sales a hard slog? Do you feel that buyers are only interested in the lowest price? Do you feel that there is nothing you can do about this? When I wrote “How to Make Print More Profitable: The Print Industry Negotiation Handbook” I did a lot of research work for it. And I saw a number of situations where buyers did not choose on the lowest price.
Do your print sales team negotiate as well as they should do? I remember meeting the director of a printing company. He had asked me train his print sales team in negotiation. “Matthew,” he said, “they give way too easily.” The sales team were allowed to negotiate to a certain level. And the director was fed up of seeing prices booked in at the lowest price. The print sales team assured him that they had to negotiate this far to win the jobs. But the director wasn’t so sure. So one day he raised the minimum negotiation level by 5%. …
I bought a very useful e-book recently. But it wasn’t just the contents that were useful. I was also impressed by the way that the company cared for me afterwards. I received a number of e-mails. They made sure that I was putting the contents of the book into practice. And that I was benefitting from the results. I was so impressed that I had no problem in writing a glowing testimonial when asked. And I recommended the book to others when it was suggested.
“Are they very old Daddy?” My young daughter is fascinated by dinosaurs at the moment. There’s nothing more she’d like to see than a dinosaur flying by! I have to remind her that they are extinct.
The Olympics are coming to the UK soon! Winning a gold medal is the sports person’s dream. So there is a lot of training going on at the moment. After all, the more training they do the more likely the sports person is to win that gold medal. It makes sense: the more effort you put in the better results you will get.
Did you fear the end of term report at school? I used to hate seeing what my school teachers had written about me! One teacher always used to write “Could do better”. The trouble was that he never told me how I could do better. And I never learned, because I never asked the right questions.
Do you like free lunches? I have a friend who gets free sandwiches at least once a week. She also gets drinks and cakes for nothing. Does this sound too good to be true? Actually, my friend is a mystery shopper for a chain of sandwich shops. She gets free lunches. And they get feedback on exactly how their shops are operating.
Do you remember school? Do you remember getting your reports from your teachers? I remember one teacher who always wrote the same report: “Could do more”. It seemed that most people in my class received this report. But now I realise that it is a great piece of advice to remember.
I love reaching summits. And I love being out in the wilderness. There is nothing better than standing on top of a mountain top. I’m at the highest point. And the views are pretty good! But sometimes it can be difficult to make time for the mountains. I have the pressures of running a busy training and consultancy business. And I want to make sure that I spend quality time with my family. It’s easy for the mountains to be forgotten. And day to day pressures can make print businesses stop thinking about the bigger picture too. It’s easy for…