As social media continues to evolve and new mediums emerge, it can be difficult to keep up with new trends and strategies for using social media effectively. More and more printing salespeople are creatively using social media, mobile, and digital communication as a way to expand their networks and engage with their customers. Printing customers are there, so salespeople should be there, too. The key is finding the right channels to invest your time and determining how to use them to grow your business.
Don’t Give In—Negotiate!
We often hear from printing salespeople that negotiating with customers over terms, price, and specifications is the least enjoyable part of their job. Negotiating is not for the faint of heart. It can be contentious and, if not done well, it can cause of lot of hard work to be wasted. To make matters worse, many customers perceive print providers as a class of suppliers with which the customer holds the power.
A Salesperson’s Six Best Friends
Taking the time to gather information, qualify opportunities and build value is best accomplished by asking well-rehearsed and prepared questions to a multitude of customer personnel. Many printing salespeople we know spend a lot of time preparing for who they are going to see and how they will handle objections, but little time preparing the precise questions they will ask perspective clients