Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     SGIA EXPO     Production Inkjet     Installations and Placements Tracker

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    Reprint Icon Embed/Reprint

 

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: Who's Making Money at Digital/Inkjet Printing?

Who's Making Money at Digital/Inkjet Printing?

Published: October 19, 2018

Frank reviews “Who’s Making Money at Digital/Inkjet Printing...and How” by noted sales consultants Bill Farquharson and Kelly Mallozzi. They do a great job presenting useful information on markets and methods for selling digital/inkjet printing, and how selling digital differs from traditional print sales.

 

Video preview: HP’s Alon Bar-Shany on Trends in Labels and Flexible Packaging

HP’s Alon Bar-Shany on Trends in Labels and Flexible Packaging

Published: October 18, 2018

Dave Zwang talks to Alon Bar-Shany, General Manager for HP Indigo, HP Inc., about the growth he has been seeing in both the label and flexible packaging markets, as well as how the industry can learn from past commercial printing experience to avoid pitfalls in the future.

 

Video preview: UV-LED Curing Helps Bring Jobs Back to Offset

UV-LED Curing Helps Bring Jobs Back to Offset

Published: October 18, 2018

Chris Manley, President of Graphco, which represents RMGT in the U.S., talks about how the advantages of UV-LED curing are driving customers to "unplug" their digital presses and move more jobs to offset to increase profitability.

 

Video preview: CloudLab's Tailor-Made Web-to-Print Solutions

CloudLab's Tailor-Made Web-to-Print Solutions

Published: October 17, 2018

Marc Horriar, CEO and Founder, talks about CloudLab, one of the largest web-to-print vendors in Europe, and whose U.S. branch opened in 2017. CloudLab has more than 200 customers in 25 countries. Some of the largest online print businesses in the world use CloudLab, which focuses on solutions tailored to each business rather than a one-size-fits-all approach.

 

Video preview: New RSA Releases Help Boost In-Plant Automation and Productivity

New RSA Releases Help Boost In-Plant Automation and Productivity

Published: October 17, 2018

Vince Tutino, Senior Product Manager for Rochester Software Associates (RSA), discusses three updated products designed to increase productivity and automation for in-plants: WebCRD Web to print software, QDirect output manager, and RSA's Universal prepress suite, ReadyPrint.

 

Video preview: Colter and Peterson Announces New Saber Cutting Line

Colter and Peterson Announces New Saber Cutting Line

Published: October 16, 2018

Finishing products manufacturer Colter and Peterson has been in the industry for 100 years and continues to innovate the paper finishing business. President Bruce Peterson, grandson of the company's founder, talks with Kelley Holmes about C&P's new line of Saber cutters.

 

View More Videos

 





Become a Member

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

Copyright © 2018 WhatTheyThink. All Rights Reserved