If you've ever worked really hard to get a sale and been disappointed that it did not lead to much additional business... this video will help you. When you begin to adopt this concept in your company you will discover you have a new level of power when it comes to sales and marketing. Printers who don't use this concept will always be at the mercy of the market and their customer. They will be forced to continually chase new business.
Discover the real purpose of getting the sale
Profit leaders use this concept as part of the way they do business. They understand it's important to have deep relationships with the customers. Profit laggards are always chasing deals instead of developing deep relationships.
Discover the real purpose of getting the sale
When you master this skill, your sales and profits will increase and so will your ability to achieve your business goals. Printers who are not good at this will never end up with a predictable steady stream of repeat business… and ultimately they never achieve their business goals.
{ 101 comments… read them below or add one }
I like this segment. Has me thinking what can we do to help get the second sale. I am thinking about a thank you card with a coupon on a different service.
great up selling ideas
NO REAL PROCESS FOR 2ND SALE. BUT....... WILL BEGIN TO THINK OF WAYS TO GET 2ND SALE
Thanks Nick ... more great content.
VEry, very good and as usual, clear and concise. Although I am not in the print business I find these presentations very helpful. Thanks.
I look forward to inplementing this idea
After selling the first print job use the same print piece to demonstrate and sell your large format capabilities making the piece into a POP display etc. that they could display, hang on the wall etc. Use this to keep the conversation going and develop the relationship.
I'm developing a process right now to develope the second and on going sales.
We dont have defined process, it seems more to be managed by sales instinct and experience. Although I can see the value in defining it as if you ask the sales team they woul say they are already doing it
We have not focused on strategy for the second sale specifically, but certainly approach all new customers or potential buyers with developing an account as opposed to just making the sale. Our goal has been to provide customer satisfaction.
Thank you for the good ideas. I think you make a valid point about landing a customer instead of a job and we will use that more effectively down the line. Also we will need to put together a formal method of growing customers better. Not sure how quite yet but we will. Thank you
Good segment. No formal process currently, but a good idea.
great ideas on getting the 2nd sale - we currently do not have a defined process. We will examine our process and look for ways to improve.
It is nice and would like to impement with my clients
Getting the second sale can be most challenging due to our product offering when a customer comes to us for a particular need. In many instances that is the only product they need from us due to unavailability from current suppliers. We put an emphasis on building a relationship and gaining a better understanding of their needs. We sell to independent distributors so we have extremely limited access to their customers' needs. Our distributors are located across the USA so face to face relationships with them and possibly their customers has real logistical challenges. Hence, we have to rely 80% of the time to do the job right and help our distributor look more like a print hero than just a print supplier.
OK makes sense. If our best niche is say commercial real estate brokerages in our area and we have 5 of the top 20 as customers and the remaining 15 seem pretty well entrenched with their current provider how do you break in to get that first sale?
We will begin to send discount offerings for when they place the second or third additional order for new products. Thank you
We do try and work up a relationship with our customers, repeat business is always the best sort. Price doesn't always seem to matter once the relationship is established.
No defined process at the moment. I will think this through and create one. More importantly, I will now focus on other large clients for whom the service we offer will be be of real value.
No 2nd sale strategy. Good idea. I will need to talk with our design department to see what other products could be made available to promote (as at present these are limited....)
The content was good. i take the 'restaurant' approach. Once the customer has their job, asking if everything is alright and if they've had good service. Once they've verbalised that you have indeed given them good service, it tends to stay in their mind
1: No. Random at present.
2: Define what we want and work up a process or processes.
good video liked it very much
We have a system of monitoring repeat visits to client by Sales. These videos are great!
I liked this. 2nd sale it is important
I think most print companys really dont have a plan for their costumers, even CRM software are rare i the industri.
Cheers Nick! just reconfirms that what we are doing is right!
Great video. No process now for followup sales besides a hope and a prayer! Perhaps a call to ask if they were satisfied, if they would like to be added to our mailing list and anyone else in their organization that might benefit from a new printing relationship.
No formalized plan/system to get second sale. We will develope a specific, simple process to focus on the second sale and more importantly the "customer" focus rather the the "project " sale process.
Well put. thanks bill
I am totally geared towards creating a second sale. Similarly referals within the same company.
I agree fully to getting in a second sale once the first deal has been realised.
I have learned that what I do now is not enough to get the 2nd sale all the time
We seek to develop second sales by way of engagement in an on-going consultancy interview process to uncover new opportunities for which we can offer solutions.
Have spent a lot of effort with the sales force on prospecting, will place more focus on the Strategic Account Plan to get get higher and wider.
Loved the reminder about going after the ideal customer and getting the customer, not the sale.
I would like to see more tactical information, but generally think the video was good, just basic. Thank you.
Get video
Good video and GREAT idea! ....We have nothing in place to create that "next sale". I think just by asking your customer in a round-about way how to best move forward, it actually creates a small "commitment" from them. You can call them back in regards to THEIR feedback and say "Last we spoke you suggested (the action to take)" . Odds are it'll create new dialog....a second sale! Pu
Great sales concept
good stuff process for second sale includes offers of other services but need to do much more
We do not currently have a plan to get the second sale.
My initial thought is that I should deliver first order and meet with new customer and discuss their company plans and needs.
We've never thought about a second sale. We've always assumed that our service would lead to a 2nd sale. We now know we need to look more closely at our product offerings and match them up to our new clients to better position ourselves for a follow-up sale. Thanks!
The way to get the second sale is to "stay in there face." Learned that my first year in print sales.
Like always great content, we send out a thank you note along with a list of our additional services.
Currently no process in place for the second sale. Follow up sales will largely depend on the type of customer we are looking at from the first sale. There are a number of simple discount offers or something more expansive like offers on your next job if you introduce a friend.
Need to develop follow up program to educate customers about our full capabilities
We do not hav a defined process for the second sale.
In the future, to meet other "C" level managers in the customer's business, we will bring in experts in finance to meet their CFO, experts in selling techniques and marketing to meet their VP of Sales, etc.
We already send out thank you letters after the first order but will think of other ways
Great video, simple concept
Common sense advice, which needs saying to make us all think and act on it.
great content and very true to the sales success of an print organisation
Good Content & advice for businesses to generate continued profitable business by up selling & cross selling. We have been using this process to great effects for the past 8 years.
Many businesses as you say just go for the sale not the customer.
Live & learn
Excellent look forward to more
Great ideas and very helpful.
Hi Nick - Very useful. I do operate on this principle "intuitively" myself. As selling owner, it is very important. Interesting to look at our clients and see who are big enough to have those extended opportunities. Definitely useful to hone in on making it a defined process. I would say we are part way there, but could do much better.
Thanks!
awesome as usual
currently no definded prosess-will put together a spread sheet for horizontalsevices to up sell and plan for account penetration into other area's other than marketing like HR etc
excellent video - really make you think about the top customers and how to use them to leverage the business
No defined plan. We try to deliver the first job before time esp. on first order to impress
Have no real defined process for getting the second sale but building up trust and a solid relationship with the client helps get me referrals in to other departments within the organisation
Mostly we get the second sale
YOU GOT IT RIGHT.THE RESEARCH IS SUPER TO MAKE MORE PROFIT.
again, this validates alot of what I have been thinking all along.
In terms of getting the second sale, I find that calling a client up when they have paid for the first job and thanking them for their payment and simply asking them how else we can help them is effective. Doesn't sound like musch of a strategy, but it seems to work.
I am following 2nd sale techniques, but your info was really useful for this.
We do not have currently a process to increase sale to existing customers. Based on your blog I will start write down a procedure right now!
Thanks Nick, thinking about the second sale, we have one or two guys who do try this but not as a whole. Its something the company will be focusing on going forward
Brilliant concept, Nick. I'm sure that there are other business opportunities in my existing Platinums and Golds and through 2012 I'm going to systematically find, explore and develop thos opportunities with them all - oh! on with my new Ideal Clients, too
We do not have a second sale technique but like the idea below of a kind of thankyou card with a coupon for another one of our services..
I always take the time to follow up the first sale with a feedback visit or simple telephone call to assess our initial first impact and always ask would they use us again or recommend us to a friend or associate using these services. This video will now open up new avenues of enquiry which we have not previously used! so easy
as well!
again,great ideas! getting really pumped!
This has really foscussed my thoughts and has inspired to approach business in a different way
not really - Will think about how we extend our five touch system to include business expansion
Allsound advice and worth listening too no real formal folow up but will do in futre
We try hard to get the customer rather than the first sale, but have no strategy for second sale.
Really good advice
We try hard to get the customer rather than the first sale, but have no strategy for second sale.
Really good advice
We need to work on the process to get the second sale. As individuals we do what we can but we need to communicate with each other to learn. Personally I follow up after delivery by arranging an appointment as a debrief say. The purpose is to get a referal to one of the other departments or to get further enquiries
no we dont have a definitive method of getting the second sale, we have talked about it now with your help we are actually going to do something about it!
We are very much reliant on our sales team to enusre that we get the opportunity for additional business. Maybe we should be using our customer service team to follow up the first order to assist in developing the business as well!
I haven't a defined process to get the second sale. I will now put one in place as we have a great range of products to offer.
We dont have a process, apart from regular contact with new clients and existing clients.
Will introduce a process to ensure the second sale is made.
I liked the 2nd sale is important part
I will be contacting 1st time clients to sell in to other departments..
There is not a defined process in place, and although I like to think I focus more on the customer than the sale, I am sure there is a lot more I can do to get more...
sound ideas
Great idea, I will be thinking of ways to gain that 2nd sale
We have no process for the second sale as yet but we will have shortly.
thanks
again,all makes perfect sense
Love it, More please
Very good to be reminded of these principles and inspire a call to action.
We have no process for the 2nd sale today. But I will for sure use your idea to work more strategically.
No defined process but since I've come on board, that is what we've been doing.
Excellent
Interesting and important advice on how to expand our accounts. Formal plans would be a good way forward.
Liking the approach so far - will see how this develops over the next few weeks.
Please let me know if you're looking for a author for your blog. You have some really good articles and I think I would be a good asset. If you ever want to take some of the load off, I'd absolutely love to write some
content for your blog in exchange for a link
back to mine. Please blast me an email if interested.
Cheers!
Please let me know if you're looking for a author for your blog. You have some really good articles and I think I would be a good asset. If you ever want to take some of the load off, I'd absolutely love to write some
content for your blog in exchange for a link
back to mine. Please blast me an email if interested.
Cheers!
Thanks for finally writing about >The Print Coach | Printers | The Real
Purpose Of Getting The Sale | Nick Devine <Liked it!
Thanks for finally writing about >The Print Coach | Printers | The Real
Purpose Of Getting The Sale | Nick Devine <Liked it!
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I think I would opt for one of those on-the-skin tattoos for
guys that you could think of on your own. You can select purple, blue
or red colour to emphasize some parts of the body. If you are a
fan of the Chicago White Sox.