Printing companies need
to grow their business and fill press hours. Sales reps respond by saying it’s
harder and harder to break into new doors. Why should prospects see you? Why
should they take time out of their busy, hectic day to see another printing
sales rep? What’s in it for them?
Reps tell their
story about the latest technology and equipment that the company has invested
in. They go into detail about all the different products that they can produce
for the client if they would only give them a chance. To the buyer, they sound
just like the last 6-7 reps that came through the door. What’s missing is how
this rep is going to take their technology, equipment and products and make recommendations
that might actually help or make an impact on the prospects business.
Most of us welcome
the opportunity to improve on our performance and would be open to having such
a discussion. The rep that has done some research on the company, or has worked
with similar type companies (vertical markets) has the advantage. Having background
information on the prospects business will help the rep “connect the dots”
between what they have and what they make and what the client might be trying to achieve. Now they’ve got a good
story to tell!
Prospects will see
you if you can confidently and legitimately tell them what’s in it for them by seeing you. So, before you pick up the
phone, leave a voice mail or knock on that door, do your homework and be prepared
to answer what’s in it for them! Continued success.
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