Are you a distributor new to selling commercial print? If so, check out some recommendations made by some of the experts.
David Jensen, sales and marketing director, J&A Printing, Hiawatha, Ia.:
Be sure to ask the following questions:
• Does your direct mail reach across the country or only locally?
• Do you need to ship your printed materials across the country or only locally?
• Do you have any projects that are demanding, detailed and time-sensitive?
Dan Reid, marketing manager, THP, Freedom, Pa.:
• Understand the project and then, have the right partner who can put it together.
• Find out quantities, print specifications (e.g., paper stocks) and scheduling. With this kind of information, the print partner can run with the project.
Dave Griffith, vice president of sales, Dupli-Systems, Strongsville, Ohio:
• Find out what the customer would like from his or her supplier.
• Find out if the person you are talking to is the decision-maker for buying print.
• Find out the prospect’s knowledge on current issues, such as digital and web-to-print opportunities. Even if he or she isn’t a candidate for these items, things never remain the same.
• Find out if the customer uses print as a marketing or sales tool.
• Always ask potential clients if they have a need for any information even if they aren’t promising to use you right away. Make yourself an information tool—this may be your best opportunity for making a friend and building a new relationship.
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