IDENTIFYING ENTREPRENEURIAL OPPORTUNITIES: COGNITION AND ...
Identifying Cross Selling Opportunities
10
September 2011 | Cross Selling Opportunities Achieving the add-on sale September 2011 1
description
Have you ever entered a home repair store to buy a simple faucet, but end up leaving with fixtures and lighting that you never intended to buy? Sometimes when you experience pushy sales strategies, you end up with that horrible taste of buyers remorse. But other times, when your sales person exhibits vast product knowledge and conveys a wealth of ideas, that’s just good customer service.Cross selling, if done tactfully and tastefully, can be an excellent arrow in a sales person’s quiver. This is especially true in the print industry, where print volumes are decreasing and some traditional print budgets are moving to newer, electronic media. Having the ability to sell more than just what was asked for can lead to higher company profits, increased personal commission, and, most importantly, long term stability and improved customer retention.Brought to you by Mohawk MakeReady, this presentation can be used by your printing business for internal training initiatives.
Transcript of Identifying Cross Selling Opportunities
September 2011 | Cross Selling Opportunities
Achieving the add-on sale
September 2011
1
September 2011 | Cross Selling Opportunities
Discussion Topics
2
• The Art of Cross Selling
• Discovery Is Key
• Campaigns and Ancillary Products & Services
• Why It Matters
September 2011 | Cross Selling Opportunities 3
Turn a $2,500 project into a $3,000 sale
The Add-on sale
Your customer calls to say you have been awarded a
brochure job for a new product they are offering. Think
opportunity. Counter cards, window signage, possible
product labels, floor signage… the list is endless.
Increasing the sale with high value, high margin products,
will increase your bottom line and the value your customer
sees in you.
September 2011 | Cross Selling Opportunities 4
How to add increase every invoice by 20%
The Add-on sale
• Provide new product/service ideas early in the process
• Print examples
• Promote your application variety
September 2011 | Cross Selling Opportunities
Look behind the curtain for more work
Do ask. Do tell.
5
September 2011 | Cross Selling Opportunities 6
E-mail Blast:Promotion e-mail blast with discount
Launch Microsite:Online presence to support launch
September 2011 | Cross Selling Opportunities
As a print service provider, there are
plenty of potential revenue streams if
you have the right capabilities or
partners.
Breaking Down a Campaign: Where’s the Revenue?
• Project management
• Print production
• Database management
• Variable programming
• Website development
• Video production
• Design & Copywriting
• Mailing and more…
7
September 2011 | Cross Selling Opportunities
Why does what you’re telling me really matter to my business? What does it
mean for me on a daily basis?
8
So you may be wondering…
September 2011 | Cross Selling Opportunities
Flexibility:Having the ability to adapt to market shifts.
9
September 2011 | Cross Selling Opportunities
Mohawk MakeReady provides practical tools
and actionable information for digital
printers like you.
10
We can help…
Visit: www.MohawkMakeReady.com to browse content, request a meeting, or join the community.
