What Else?

By Mike Philie
In March 18, 2010

No doubt that ink or toner on paper remains the main source of revenue for printers and commission dollars for reps. But with more companies offering a wide range of additional services it’s important to ask what else. These services can range from mailing and fulfillment to creative services, campaign management, quick response codes and data analytics.

What else is happening with the product or campaign? What is the client trying to achieve and what other services can you provide. By providing a wider range of integrated services you can play a greater role in your clients success and work to further differentiate yourself from the competition.

Sounds easy but the challenge is to be comfortable and confident when presenting these services to your clients. Some firms have someone on staff who is the “big-picture” thinker who can ask the right questions and drill down into the real client issues. Other shops have a go-to person to help present and answer client questions and finally we’re also seeing some sales reps actually take on the challenge of learning how to present and integrate these services. 

Get ready and take the plunge! Don’t wait for the RFQ or RFP to come out because it probably won’t. Understand what your client is really trying to achieve and make it easier for them to reach their goal. Continued success!

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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