[Webinar] Can you really sell print with Social Media?

2017-05-08T15:00:02+00:00

Using Social Networks to sell has been a hot topic since sites like Facebook, Twitter and LinkedIn emerged. If you’re in a print sales profession, you understand that many buying processes can occur before a salesperson gets involved. Utilizing social media, your customers can educate themselves about your company, their business needs and then [...]

[Webinar] Can you really sell print with Social Media? 2017-05-08T15:00:02+00:00

3 ways to make sure your customers stay engaged with you-without cold calling

2017-05-08T15:00:09+00:00

Can you imagine a busy newsroom? Reporters are frantically chasing up stories on the phone.  The place is noisy with the clattering of computer keyboards.  Above all, there is a sense of urgency. The pages for the next edition must be filled on deadline. Printers should think of their marketing like writing a newspaper In [...]

3 ways to make sure your customers stay engaged with you-without cold calling 2017-05-08T15:00:09+00:00

Common Sales Objections & How to Handle Them

2017-05-08T15:00:10+00:00

We often talk in our sales/marketing meetings about objections. How do we get past them? Can they be disqualified? Are they really objections? Whenever the conversation starts to get heated, I am brought back to the immortal words of Bill Farquharson in regards to prospect objections. Bill says "Objections are nothing more than a request [...]

Common Sales Objections & How to Handle Them 2017-05-08T15:00:10+00:00

How to increase your print sales by over 20% at no cost

2017-05-08T15:00:11+00:00

I have suddenly saved myself an hour a week. I discovered a new short cut recently on the route to one of my clients.  I never knew it existed before.  And now it’s a great feeling that I’m saving lots of time. Print companies also have the opportunity to improve results easily.  The easiest way [...]

How to increase your print sales by over 20% at no cost 2017-05-08T15:00:11+00:00

Why the best print sales people think about scaffolding

2017-05-08T15:00:12+00:00

Do you ever worry that you will get crushed by falling scaffolding? Many people refuse to walk under scaffolding, just in case.  They make a point of walking around 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 [...]

Why the best print sales people think about scaffolding 2017-05-08T15:00:12+00:00

Printers: three negotiation skills that will raise your profit margins by over 5%

2017-05-08T15:00:13+00:00

Does 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 [...]

Printers: three negotiation skills that will raise your profit margins by over 5% 2017-05-08T15:00:13+00:00

Three essential ways to save yourself from print sales extinction

2017-05-08T15:00:21+00:00

“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. Some print sales people are also almost extinct Do you remember the old school sales rep?  The one who [...]

Three essential ways to save yourself from print sales extinction 2017-05-08T15:00:21+00:00

Printers: the three questions that will raise your quote conversion rates by over 10%

2017-05-08T15:00:22+00:00

The Olympics came to the UK in 2012! Winning a gold medal is the sports person’s dream.  So there was a lot of training going on back then.  After all, the more training they did the more likely the sports person is to win that gold medal.  It makes sense:  the more effort you put [...]

Printers: the three questions that will raise your quote conversion rates by over 10% 2017-05-08T15:00:22+00:00

The three feedback questions printers must ask their customers – do YOU use them?

2017-05-08T15:00:23+00:00

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 [...]

The three feedback questions printers must ask their customers – do YOU use them? 2017-05-08T15:00:23+00:00