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Bruce Pedersen of the Tiger Printing Group on prospecting

Published on February 8, 2011

Bruce Pedersen, CEO, of the Tiger Printing Group, talks about prospecting for new customers and what their criteria is and the solutions they can offer before even offering a sales pitch.

Hi, it’s me again.  Bruce and Tiger Printing Group.  I’ve been asked again to talk about how Tiger prospects and how we approach our sales and marketing to a client. 

Normally we get a lead, either – 90 percent of the time it’s a referral.  And we take that lead and we do some background search, see what their issue is, see what their problem is, and then we come up with a solution, either on the digital side of the sheet fed side. 

So as we find out what our client or prospect really wants, we can kind of fine tune what our first sales pitch or what our marketing issue will be with that client.  And it’s helped us.  And a lot of our clients nowadays are taking the web to print and the digital and learning about it.  They’re kind of new to it and we bring them in for a seminar, we bring them in for an open house and we just show them key points.  We don’t go over depth with it, we show them the key points of what a solution can help them with and we take that and kind of mold it for what the client particularly needs. 

We have a client with the health service industry and again, they were having issues.  Multiple vendors, they weren’t having a great relationship with one particular vendor.  And with the web to print, having them locked in and we smoothed it out.  And that client has been a win-win for Tiger and that client has actually referred us to probably 10 or 15 other clients that we have slowly brought into our mix.  And it’s not one particular service industry, it’s not one particular demographic, it’s a broad range.  And if you put in a web to print solution, I think it will be a win for you. 

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