Quit Complaining and Sell Something

Does anyone have anything positive to say about the quick printing industry? Many of the quick printers I talk to have a negative attitude about quick printing industry. They lament the changes and talk about how their customer base is shrinking. They point fingers at competitors such as Staples and Office Max or FedEx and the UPS stores and say those businesses are taking their customers with cheap copies. They complain about lazy employees who won’t do anything or equipment suppliers who keep the costs high. Everyone is out to get them. I can’t agree. Most of these complainers are business owners who are in charge of their own destinies. They just fail to do the basic business functions any business needs to do to survive. They don’t maintain adequate financial records to know how they are doing. They don’t make sales calls. They think making a delivery of a completed job and asking if there is any other printing is a sales activity. They don’t train their employees. They don’t take advantage of the technology they have. Of course, the industry is changing and you will have to adapt, but you can still make money in quick printing. There are printers doing just that. Those printers get out and talk to customers and prospects. They use the technology that is available to them. They make it easier for customers to buy printing. The successful printers are proactive and get in front of customers with ideas and solutions that can be provided by a printed piece. If you are a quick printer, I have one question: how many sales calls have you made this week? If you aren’t out asking for new business then you will probably be one of those people who are complaining about the printing industry. If you are talking to customers and learning what they need, you are going to have a better attitude because you will find out there are businesses buying printing. You will know what changes to your company you will have to make to survive in the future. You just have to make a sales call and ask for their business.

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