Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     European Coverage     Production Inkjet Analysis

Winning the Big Deal with Little Decisions

Published on July 10, 2014

Jennifer Matt discusses how to approach winning a big print sale by asking your customers to make a series of little decisions. Big decisions send your sales process up the food chain, cause delays, and often result in pricing concessions. Taking the path of a lot of small decisions can get you to the same place with less resistance.

Email Icon Email         

 

Discussion

By Chuck Werninger on Jul 11, 2014

Another great article, Jennifer, thank you!

I totally agree and will add another thought. Sometimes, when you go for the "big sale", you've invested a year in the process and are more likely to run into "professional buyers" or "procurement professionals" who have their own preferred vendors who can out-print or at least out-sell most of us local or regional printers. In other words, you're inviting the biggest competitors to bid against you and are even less likely to get the sale.

Also, since most printers are unable to produce all that work from day one, closing the "big sale" might be the worst thing to happen. Imagine closing the deal, buying a bunch of equipment and hiring a bunch of people...then getting fired after the first 90 days!

Baby steps are the key to success because the tortoise beats the hare every time they race. We all know the #1 reason businesses fail is because they lack the resources to survive their first year but few remember the #2 reason is growing too quickly. Growing your business 10% every year is far better than doubling it in any year.

 

By Jennifer Matt on Jul 11, 2014

Chuck - thank you.

My favorite business quote:

David Packard" “More organizations die of indigestion than starvation”

Sell with the big deal in mind but go after what's right in front of you, execute, continue to engage and get to know the customer better - embed yourself deeper into their organization.

There is no HUGE WIN celebration because you win the HUGE DEAL one little deal at a time.

Jen

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: 1,000th HP PrintOS Customer Speaks Out

1,000th HP PrintOS Customer Speaks Out

Published: December 6, 2016

Senior Editor Cary Sherburne talks with Martin Saavedra, Jr., EVP at MLI Marketing in Tampa, the 1,000th HP PrintOS customer. Saavedra explains why solutions like HP PrintOS are important in helping printers remain competitive with a streamlined and productive workflow in an open, cloud-based ecosystem.

 

Video preview: PIA's Julie Shaffer on Color Conference 2016

PIA's Julie Shaffer on Color Conference 2016

Published: December 5, 2016

Julie Shaffer, Vice President of Education and Marketing Strategies for the Printing Industries of America, explains the evolution of the Color Conference and its value to brand owners, printers and premedia professionals. She also discusses broader PIA educational initiatives and certification programs, including a customer service certification that will be available soon.

 

Video preview: Frank is Entranced by Pop-up Cards

Frank is Entranced by Pop-up Cards

Published: December 2, 2016

Frank is entranced by pop-up cards from opencardnow.com. Former typographer Julie Brumlik has a new career with pop-up origami. Frank even shares his pop-up Gutenberg book.

 

Video preview: ASU's Print & Imaging Lab Leads the Way in Workflow Integration

ASU's Print & Imaging Lab Leads the Way in Workflow Integration

Published: December 1, 2016

Chris Halkovic, Web-to-Print Manager at Arizona State University's Print and Imaging Lab, talks about how the shop/learning environment is integrating Web2Print and MIS for a coherent and automated workflow for printed materials and 3D objects.

 

Video preview: Universal Wilde Has Transformed Its Business with Production Inkjet

Universal Wilde Has Transformed Its Business with Production Inkjet

Published: November 30, 2016

Universal Wilde in Massachusetts is the largest direct marketing and book printing company in the state. Its Vice President of Operations and Technology, Jeff McFadden, explains the company's decision to acquire production inkjet about 5 years ago. Today, about 75% of its production ink work being book production with the rest being direct mail. He also shares his thoughts about the value of users groups like thINK.

 

Video preview: Diversification at SunDance Offers an Exceptional Customer Experience

Diversification at SunDance Offers an Exceptional Customer Experience

Published: November 29, 2016

JohnHenry Ruggieri, Managing Partner at SunDance in Orlando, shares thoughts about the importance of focusing on core competencies, bringing as many services in house as possible in order to meet a wider variety of customer needs. He discusses how his various HP printing solution's contribute to providing a great customer experience.

 

View More Videos

 

Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2016 WhatTheyThink. All Rights Reserved