We have been selling print for too long
Think about selling print from your customer’s point of view
They don’t know anything about print. They don’t care about what sort of press you use or understand your systems. They don’t want you to be selling print.
Today’s customers want three things:
They need to know how your product will help their business
How will your signs increase footfall? Or your direct mail increase online sales? Can your loyalty vouchers increase repeat business? Will your packaging allow them to raise prices?
Note, that we are not talking about print any more: we are talking about products and services. We are talking about solving business challenges.
They want everything done for them
Customers don’t want to be told to project manage their order. They want copywriting, design, print and fulfilment or installation all carried out by one point of contact. So you have a choice: you become a commodity supplier to someone else who is managing the project (and taking all the profit) or you manage the project yourself.
They want an easy life
Customers don’t want to make decisions about specifications. They don’t want complicated pdf specifications. They want decisions made for them. And they need proactive communication.
How do you create relevant messages for selling print to today’s customers that fulfil these requirements?
Check out my book How To Stop Print Buyers Choosing On Price. I teach you how to create sales messages that make prospects want to buy – even in the current climate. The premium version includes all the tools I use when I create messages with my clients.
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