Selling Digital Printing — Business Builders

ProfitAccelerator also emphasizes the importance of pursuing digital books and manuals, which is still the single greatest application in digital printing today, according to Testa.

“We want to help them get past the print buyer, up to the VP of marketing,” she reveals. “Because when you’re talking to a print buyer, your value proposition is usually, ‘I can save you money.’ Well, you can’t save money forever and, after a certain point, you’ll run out of things to talk about. We want to get the value proposition beyond that point and get them to the right level, which is the VP of marketing. You want to show them how you can help them grow their revenue through a better ROI, a better response rate, etc., if you just change their processes slightly or change the way they’re communicating with their customers.