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How to create a message that sells more print

98% of sales messages from printing companies sound pretty much the same That’s what I discovered during my time as a buyer. During my buying career I had over 1,400 printing companies sell to me. But few had an effective sales message. That’s why printing companies need a different way to sell. So here’s the TPD Principle

Nine simple ways to increase your print sales

The TPD Principle drives print sales In my last blog we discovered the power of a TPD sales message – a sales message based on target audience, pain and difference. You also learned the three simple steps you should take if you want to create an effective TPD sales message. A message like this sets you apart from the competition. They are still talking about print. They are still focusing on themselves. That means they will usually end up in a commodity discussion and the buyer will make decisions based purely on price.

How to increase print sales – in just four hours a week

For many of us there aren’t just enough hours in the day There’s a mountain of jobs that are always awaiting our attention. There are quotes to raise, jobs to chase, artwork to check, production queries, delivery queries, invoice problems and outstanding reports. The list just goes on and on and on. The worst thing is, often these issues don’t really have much to do with us. It is always someone else who has a question for us, or a demand on our time. Sometimes our days just seem to slip away. We started off with the best of intentions…

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: 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.

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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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