4 Sales Tips to Increase Print Profits
It doesn’t have to be all about price
If you can add a small amount extra on to what you charge for your print, this converts to pure gain. It can make a big difference to the profitability of your jobs.
However, it is easy enough to say this. How do you actually make that extra profit? Here are four practical tips to help you, especially when buyers are asking for lower prices:
Stop automatically saying yes
If a customer wants a lower price, you don’t have to agree to it. The fact that they are negotiating with you means that they are seriously interested in using you. You have the option to push back rather than lowering your quote. Here’s one way to do this.
Use WIIFM
WIIFM stands for “What’s in it for me.” And I use this phrase a LOT when someone asks me for a better deal. It can open up some very interesting conversations – especially when you can inspire a customer with some ideas on how they can help you be more profitable. That’s where the next tip comes in.
Think about what you want
What would make a job more profitable for you? An easier schedule? A commitment to more work? A change of specification? If a customer is asking for a lower price, what do you want in return so that you are not just giving way on price?
Focus on more than just price
What do you want from your customer? It may surprise you what customers are prepared to do to help you. Often what is worth a lot to you means little to them. Can you get your name on the products you are printing for them? Can you ask for better payment terms? Or introductions to other people in their organization or in their business network? There are a lot of valuable things you can ask your customers for!
PS Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my book “How To Stop Print Buyers Choosing On Price”. Here’s the link: https://profitableprintrelationships.com/online-training-resources/how-to-stop-print-buyers-choosing-on-price/
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- Business Management - Marketing/Sales
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
