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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.