Sales Gold

The economy got you down? How about your sales? Tune out the naysayers for just a minute and realize the plentiful solutions waiting to be had. Yes, the struggling economy has added a different competitive dynamic to the selling game, but everyone also knows that pessimism is the least productive—and least profitable—of attitudes.
To get our readers motivated, Print Professional turned to some of the industry’s biggest sellers for their success stories. Following is a collection of valuable tips and tools on how to overcome the effects of sluggish sales and dwindling budgets.

“If your customer is not willing to commit to a large blanket order for four-color process labels, consider manufacturing them digitally in smaller quantities. Short-run digital printing is very cost-competitive with no plate or tooling cost.”
Tony Heinl, executive vice president
Repacorp
Tipp City, Ohio

“Diversify! Obviously the more products you have knowledge about, the more products you can sell. Good salespeople should be able to look at their clients’ desk[s]/office[s] and start selling the stuff that is right before their eyes—print- and promotional-related. Forms and checks are great repeat business.”
John Valline, vice president of sales
Ames Computer Forms
Ames, Iowa

“Sell direct mail programs! Organizations are actively spending marketing dollars to increase membership and response rate during the economic downturn. Selling a program allows for the sale of multiple components to one client (e.g., EZ-Release or integrated membership cards, affixing, imaging, forms, envelopes, sorting, mailing, etc.).”
John McKillip, CMO, Partner
USA/docufinish
Plainfield, Ill.

“For distributors to be positive about the value they bring to their customer. Resist the temptation to lower prices whenever asked and look for ways to prove your value and the value of your products to your customer. Remember, anyone can reduce a price, but not everyone can provide what you have to offer.”
Dave Erickson, vice president – sales administration
Ennis
Midlothian, Texas