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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.

How to win new business successfully with referrals – and 3 unusual places to use them

Are referrals a part of your sales activity? Referrals should be part of every sales person’s activity plan. They are one of the easiest ways to win warm prospects and have worthwhile sales conversations. However, not everyone asks for referrals as much as they should. According to Dale Carnegie, 91% of customers are happy to give referrals. However, only 11% of sales people actually ask for referrals. If you are not asking for referrals, you are missing low hanging sales fruit!

How social media can win you “impossible” clients

I wish I could have told you that it was snowing, but the rain was lashing down It was Christmas Eve. I was sitting at my office desk, desperately trying to catch up with all the other things I should have done during the year! Suddenly, an email popped into my inbox. You may think that there’s nothing particularly unusual about receiving an email. But this one was special. It came from the Procurement Director of a major global brand. It said that they thought I could help them with a project. They wanted me to contact them. We had…

3 ways to use social media to increase your print sales – why you should Think Different

Don’t just think: Think Different Think Different was an advertising campaign run by Apple in 1997. It was created in response to IBM’s slogan: “Think”. The campaign, and the slogan, has proved to be something that has lasted the test of time. People still talk about it today: it even has it’s own Wikipedia entry. These days, everyone is encouraged to Think Different. However, there it’s quite a bit harder to actually come up with some different ideas! “Here are three ways to Think Different on social media” https://t.co/h26qeZdcMN — Matthew Parker (@PrintChampion) December 1, 2015 Here are three ways…

Why asking for quotes loses you printing sales

Here’s a sales approach that is guaranteed to create the wrong result for you “Dear Matthew, We are a printing company with an xx press, offering excellent quality and service. We wondered if you had any work we can quote for you?” I still receive a worryingly high number of approaches from printing companies along these lines, both by phone and e-mail.

Was 2015 a good year for print buying?

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:…

How do you create a continuously improving sales team? (Why “small change” strategies can help you win more work)

“If it isn’t broken, don’t fix it” is a dangerous strategy Surely, if something works well, you should carry on doing the same thing? If you carry on with this strategy, you may find that your results start tailing off. Let’s say you have a sales message that works particularly well with customers. After a while, the message will become less effective. Firstly, not all your prospects will be receptive to the message. So, assuming you convert a number of prospects to begin with, you will have a diminishing pool of potential prospects. Secondly, even the prospects that are receptive…

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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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