This is PART 2 of the ‘New Rules Of Profit’ video. It’s important that you watch it now because it shows you what to do to succeed in this economic climate.
In this video I’ll explain about the rise of the customer-centric printer and what you need to do in your business. You’ll discover how to redefine your business so you begin to attract more loyal clients who’ll give you predictable long term business.
You’ll also learn the best strategies you can use to make clients stick to you like Velcro without haggling on price each time they need a job done.
By the time you have finished watching the video, the whole business arena and the whole printing sector will make a whole lot more sense to you.
Let me know what you think.
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Sales... Profit... & Cashflow Strategies For Printers
Nick Devine
Founder and Publisher
www.ThePrintCoach.com
www.PrintersProfitSystem.com
{ 42 comments… read them below or add one }
Great video. Very valuable in terms of ideas for building a client list based on providing a value intensive service. I have always worked on the principle that my clients are not interested in buying print, they are interested in a relationship which results in them buying print as almost an afterthought.
From what I see, this looks like some very helpful information
green has changed the world of printing
1. processes
2. how to move from a production based printer with little or no sales force to a sales based communications service provider?
The most useful is getting new ideas or avenues to investigate.
I was not able to pause and move back with this video like the first one. This would have been helpful.
1: I think the most useful part was the suggestion to form Joint Venture Partnerships in order to move to a Customer Centric Model,
2: Nwxt I'd like to see a comprehensive outline about what keeps our top level prospects awake at night and the possible services we could offer to them to help them solve these problems.
Great insight; confirmation that without a clear plan (written) we will not grow.
we really enjoyed the ideas you provided in printers profit trends
becoming customer centric
How to go about partnering with a marketing company?
I appreciated the encouragement to define a strategy or niche market and follow that, not just throw more services or equipment at what you are already doing. Next, I would like to hear about ways to market my skills to new clients or to more buyers inside the clients I already have.
most useful advice is we need to get print out of the price level competition and more into the value added proposition.
What I would like to see next is how do we affectively market the value proposition and how do efficiently find these propects that want to hear our story.
Good roadmap to reaching and engaging the prospect/customer. Next step is to start implementing some of these tools.
The presentation supports what I have been saying over the last 20 years. The challenge is to have both sales and production people accept and believe in the concept of marketing. This is what I would like to see next. How do you get the message across to the non believers?
Your 'New Rules of Profit' video has some really useful content - a must for all struggling printers!
I'd like to see something that helps identify those gaps in the market that we can realistically tackle.
Again hit the nail on the head
"Show me the money"
The famous line for the 1996 Jerry Maguire movie was "show me the money". Our clients are the same way. They want to see the money. They don't want to see our print... that's just a necessary evil that is required to achieve another objective.
In the current market conditions, customers are very money sensitive. We think that means they want cheap print... but that is not what it means. What they really want is to achieve financial objectives and they will pay more for a service if they are convinced it will make them money.
And there are two ways you can help them...
a)Increase ROI: You must develop the ability to show customers how your solution will improve the ROI on their investment higher that what competitors offer. The ability to do this effectively is a critical selling skill in the new world of print selling.
b)Reduce Total Cost: You can also help them reduce the total cost of the project... not just offer a cheaper quote. Cheap print is just that... cheap print. You must develop the ability to craft a solution that looks at the whole project. Then you can find creative ways to reduce the whole project cost and still protect your margins.
So... think ROI and Total Cost and not just a cheaper quote.
Nick
Lot's of food for thought. I'm going to show your two videos to our owner and sales/customer service team to begin discussing our strategy. I would love to see actual case studies in future videos to see specifically what some companies have done to go from a doomed commercial printer to a customer centric solutions provider.
I would like the slides.
slides
How to start the buying source. Awesome video on campaigning, strategies, marketing, value add.
Interesting...
Good information
I love he idea of selling to a niche market and being my clients personal expert.
An excellent video, very insightful and full of thought provoking ideas.
1. Most useful was the on Systematized Client Acquisition.
2. What next: I have join your program and find it difficult to keep up with all the emails. Would be good to see a flow chart on what is next to do.
Watched The Print Coach 2 last night. Downloaded it months ago. came back today for more.
tips on lead generation
The most useful idea was the steps to take to build a successful program with What? When? How Much? Who?
Next we need practical information on lead generation and qualifying.
it's really help
nice part 2 - I will watch again!
Having over 30 years in print you think you know it all and quite often you do but what often happens it fades with time and all you need is reminding of what you should be doing. Sounds easy but we all know it ain't. Watched both videos and found them to be very useful we are determined to awaken our business. Thanks
Good as always... Thanks
I must admit I'm skeptical. All we know is printing, yet now we're supposed to transform ourselves into marketing consultants who might every so often sell our clients a printing job? For years I've been hearing the experts say that if we don't change our businesses we're all going to fade away, and I believe that's true. But none of them can tell me SPECIFICALLY what it is we're supposed to do. All the new terms like "Marketing Service Provider" sound great, but no one has stepped up to the plate to tell us what these marketing services are. It would be great if you could provide 5 or 6 examples of printers of varying sizes who have had significant, measureable success by employing these concepts, and exactly what they did. If you could do that Nick, then perhaps we could all see ourelves in that role as well.
it is good presentation. It be better if some detail reference in it.
I need to review the two video oncemore before my comment
Better the second time around
Great and usefull. As always. Thanks Nick.
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