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You’ve been selling printing for numerous years, but with the recent investment your company has made in digital, there’s now a slight shift in what you’re being asked to sell. You don’t need to re-learn the sales process, but you do need to make some adjustments in your approach to be successful selling digital. This presentation will help you begin to identify how to approach the ‘new normal’ of consultative selling around digital printing products and services. Brought to you by Mohawk MakeReady, this presentation can be used by your printing business for internal training initiatives.
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September 2011 | The Secret is You
Selling digital printing
September 2011
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September 2011 | The Secret is You
Strategies for selling digital opportunities
• PROSPECT
• Shift your focus from order taker to consultative sales person
• Learn how to identify a digital “opportunity”
• Learn the sales process
• Develop and deliver a successful call
• Generate good leads
• Have consistent follow-up habits
• Develop a fun, interactive presentation with a memorable leave-behind
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September 2011 | The Secret is You
Digital opportunities are not just short-run color!
Identify digital opportunities
Pizza shop menus, lost dog flyers, church bulletins, are
not the type of work you should be searching for. Short-
run digital printing is okay, but high value, high margin
projects are where you will increase customer loyalty, and
raise your bottom line.
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September 2011 | The Secret is You
Learn the sales process
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September 2011 | The Secret is You 5
Get Creative!Do something out of the box
September 2011 | The Secret is You
What do you know about the prospect?
Develop and deliver a successful call
Here are a few questions you should be able to answer:
What vertical market do they reside in?
What is their business strategy?
Who are their main competitors?
What are trends in the marketplace?
Who are other vendors/printers they use?
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September 2011 | The Secret is You 7
Does this look familiar?Has your audience heard the same presentation over and over and over?
September 2011 | The Secret is You 8
Make it a performance!Be fun, memorable. Interact with your audience.
September 2011 | The Secret is You 9
LOVE what you do!Customers and prospects can tell when you love your work.
September 2011 | The Secret is You
Consistent Follow-up
You must follow up with customers on
a consistent basis. Understand their
sales cycles and keep good follow-up
records. This follow up will make the
difference between a sales
representative that just has prospects
and one that gets purchase orders.
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September 2011 | The Secret is You
Steps to success - YOU
Finding digital customers and selling digital printing
Existing customer base
Vertical segmentation
The territory
Your mailbox
The “Letter”
Your style and process
Good leads
Make a fabulous presentation
Follow-up, follow-up, follow-up
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September 2011 | The Secret is You
Mohawk MakeReady provides practical tools
and actionable information for digital
printers like you.
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We can help…
Visit: www.MohawkMakeReady.com for more tools, to request a meeting, or to join the community.
