Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     NEW: Inkjet Resources & Knowledge Base     Industrial Print Analysis     European Coverage     Conversations on Print Podcast

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: How to Protect Your Business when Managing Software Projects

How to Protect Your Business when Managing Software Projects

Published: July 20, 2017

Jennifer Matt interviews Chris Reisz-Hanson, software architect about how to protect yourself. One of the key questions that is often missed is "who owns what?" Where is the source code stored? If you own the software, you should have access to the source code under an account in your business name.

 

Video preview: Print and Marketing: An Awesome Relationship

Print and Marketing: An Awesome Relationship

Published: July 18, 2017

Cece Smith, President of Toolbox Studios, worked for P&G for many years and brought her marketing expertise to SmithPrint. Now with her branding and marketing business operating as a sister company to SmithPrint, the two exploit the symbiotic relationship the two businesses offer to their respective clients. Smith cites her attendance at Dscoop as a key turning point for realizing how the two could be blended. She provides invaluable insight on how to create programs where print is not commoditized.

 

Video preview: Frank Finds A Museum of Interesting Things at EastPack

Frank Finds A Museum of Interesting Things at EastPack

Published: July 14, 2017

While visiting EastPack, Frank is unsurprisingly drawn to a booth called "The Museum of Interesting Things" and talks to Denny Daniel who shows him some of the cool things in their collection.

 

Video preview: Standards Update: Barcode and Digital Watermarks for Active and Intelligent Packaging

Standards Update: Barcode and Digital Watermarks for Active and Intelligent Packaging

Published: July 11, 2017

Laura DiSciullo, SVP of Marketing and Product Management at GS1 US talks about the history of GS1, they created the UPC barcode, and barcode and digital watermarks technology that is enabling active and intelligent packaging.

 

Video preview: How do the Danaher companies help streamline the packaging supply chain?

How do the Danaher companies help streamline the packaging supply chain?

Published: July 10, 2017

Joakim Weidemanis, Vice President at Danaher, talks about the Danaher family of companies that play in the packaging supply chain, how they work together, the challenges they address, and where the company might go for future acquisitions.

 

Video preview: Frank Visits EastPak 2017

Frank Visits EastPak 2017

Published: July 7, 2017

Frank provides a guided tour of EastPak 2017, complete with 3D printing, robotics, and invisible stealth companies.

 

View More Videos

 

Become a Member

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

Copyright © 2017 WhatTheyThink. All Rights Reserved