No to ‘Value-Added’ Plans –Farquharson/Tedesco
You can run this scenario further. Perhaps the person awarding the miniature folding job has other print jobs up for bid. Maybe there are colleagues at the same business who also need printing work. What if this company has a corporate parent and sibling companies that appreciate print vendor referrals? Jane, having been able to get her foot in the door with this miniature folding job, has a leg up on this profitable referral base.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
