January 2009

What Is It That You're Really Selling?

Prospects can go anywhere to buy “just” printing. If that’s all you’re offering, then you’re not giving them a real reason to buy from you instead of your competition. And, when they do buy from you, they’ll have no reason to pay a premium for it.

Your Price Is Too High!
Wouldn’t we all like a nickel for every time we’ve heard this one? Admittedly, pricing pressures are more extreme today than in the past. Let’s digress ... Take a look at the clothes you’re wearing. Are you wearing the cheapest shirt you could find? Shoes? Belt? Probably not. What about your wallet, car, or anything else you see? Was it the cheapest functional product available at the time of purchase? Again, probably not, and with good reason: Your appearance was worth more than saving a few pennies.

The same is true for the people with whom you do business. Fear of making a bad buying decision is a huge motivator, especially when print jobs – and people’s jobs – are on the line. Be the safe choice. Be the one that makes the people you do business with look good. Then, pricing objections will melt a bit and you will sell more ... at better prices.

Convenience – When a prospect considers doing business with you, the first thing that pops in their head may be, “What’s in it for me?” Your prospects want the comfort of not having to worry about their project when it’s in your hands. That convenience frees up their time to do the things they do best. When you sell the convenience of making your prospects’ lives easier, you’ll find plenty of willing buyers.

Safety – This is important enough to state again. Every day, your prospects encounter fear in their business lives: Fear of blown deadlines, fear of dealing with vendors and customers, fear of losing a job... the list goes on. Discover your prospect’s fear and position yourself (and your company) to remove some of that fear. Your prospects will have no fear doing business with you when you’re the safe choice.

What Can Grow Sales, Inc., Do for You?
Charting a course for aggressive, intelligent growth can be difficult. Grow Sales, Inc., has been helping printing and other graphic arts companies handle their growing pains with ease since 1996. Whether your company is in transition, the middle of an upswing or seeking help to get there, let us put our sales and marketing leadership to work for you.

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