What printers can learn from travel agents – how to improve print sales with three focus points
Imagine that you are going to a travel agent. You want to book the holiday of your dreams. You are all fired up about the beach or the hotel or the scenery or the food. Imagine if, instead of talking about the holiday, the travel agent started telling you about the plane. They told you about the fuel consumption. About how they were now able to heat meals three minutes quicker. And about the safety processes that the pilot went through before take-off. Would that want to make you use that travel agent? Most people would decide to choose someone…
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 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.
Why the best print sales people think about scaffolding
Do you ever worry that you will get crushed by falling scaffolding? Many people look refuse to walk under scaffolding, just in case. They make a point of walking round all scaffolding. But the chances of being pulverised by steel bars is pretty small. Scaffolding installations have to be built according to a strict process. There’s a set way to build up scaffolding. The workmen have to carry out set steps in the right order. It is this process that ensures that they have safe results every time.
Printers: three ways to increase profit margins from your clients by over 12%
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.
Why the best negotiators are givers
Would you ever consider negotiating at your local supermarket? Can you imagine putting down your basket of groceries at the checkout and asking for a reduced price? Doesn’t that seem a good way to be politely (or not-so politely) asked to leave the store?
