September 2011 | The Secret is You

Selling digital printing

September 2011

1

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

2

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.

3

September 2011 | The Secret is You

Learn the sales process

4

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?

6

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.

10

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

11

September 2011 | The Secret is You

Mohawk MakeReady provides practical tools

and actionable information for digital

printers like you.

12

We can help…

Visit: www.MohawkMakeReady.com for more tools, to request a meeting, or to join the community.