Sales Clinic: Sales Growth Requires Great Customer Service
Selling printing or any service is a relationship business. Since so much of producing printing products and services is customized, building trust and personal relationships are vital in maintaining top customers.
The final stage of selling printing is not just getting the order but the actual implementation of producing the work. Salespeople need to be part of the production process while setting the right expectations. The ability to gain ongoing account loyalty, support the customer, maintain communications, and identify additional applications will ensure long-term and repeat sales.
With so many commercial printers trying to compete in a price sensitive and commoditized world, customer service is often the only differentiator. Providing outstanding customer service is a necessity. If your best customers don’t love you, they will leave you.
Joe Rickard is the founder of Intellective Solutions, a provider of customized sales, operational, and sales management training material and services. Contact him at 845-753-6156, jrickard@intellectives.com or visit www.MyPRINTResource.com/10164219.
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