Print Sales and Marketing
Face-To-Face and Internet Marketing techniques to propel your sales
By Slava Apel and Dave Fellman
Two Guys Who Know What They’re Talking About!
Slava Apel
Dave Fellman
Slava Apel and Dave Fellman have more than 60 years of combined experience in the printing industry. Slava is the President of Amazing Print Tech, and a pioneer in web-to-print technology. Beyond that he has authored books, articles, manuals and white papers on online marketing and delivered seminars at a wide range of industry events. Through his writing and speaking, he has taught thousands of printers how to best position themselves online, and helped them to maximize their incoming leads and sales. Dave is the author of Sell More Printing and more than 300 articles for industry trade publications around the world. He has delivered seminars and keynotes at industry events across the United States, Canada, England, Ireland, Australia and New Zealand. And, he was a highly successful printing salesperson before starting his consulting practice nearly 30 years ago.
Now Available Online!
The Top 10 Methods of Online Advertising
Print Sales and Marketing will explain the Top 10 Methods of advertising on the Internet, and how each stacks up in terms of knowledge required, automation potential, cost and ROI. You’ll learn about Pay-Per-Click, Local Search, Search Engine Optimization, Social Media Marketing, E-mail Marketing, Remarketing / Retargeting, Viral Marketing, Video Marketing, Network Marketing and Joint Ventures. Print Sales and Marketing also contains a comprehensive glossary of Internet Marketing terminology.
Closing The Sale!
When your marketing is working you get inquiries. Some will be high-quality sales leads. Others will not. Print Sales and Marketing will teach you how to quickly evaluate the potential of each lead, and more importantly, how to follow up efficiently and effectively to turn leads into sales. You’ll learn what to say, from your introduction to your closing questions, and how to handle the most common obstacles and objections. You’ll also learn the difference between “quotes” and “proposals” and how to use a proposal strategy to differentiate yourself from all of the other printers who receive the same inquiry.
Maximizing
Your
Customers
The first order is a big deal, but the lifetime value of any customer is even more important. You’ll learn how to capture Three Levels of Value from both old and new customers, protecting the value of what they’re buying from you now, increasing the value of what they could be buying from you, and leveraging the value of influence (testimonials and referrals).
Social Media Marketing
Print Sales and Marketing goes into special detail on the topic of Social Media Marketing, explaining not just how you can use it to build your business, but also how you can guide customers to use it to build their own businesses, increasing your value as a partner, not just a supplier. You’ll learn when and how to use Facebook, Pinterest, Twitter, Instagram, Google+, YouTube and LinkedIn to their greatest potential by building an effective Social Media Brand.
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Modern Strategies for “Traditional” Prospecting
A printing sale can start in one of two ways, with a printing company pursuing a buyer or with a buyer initiating contact with a printing company. Obviously this book is mostly about marketing feeding sales, generating and following up on those high-quality sales leads. But the fact of the matter is that you might not be able to reach your ultimate sales goals on the strength of incoming leads. So Print Sales and Marketing also includes a chapter on a very modern approach to “traditional” prospecting, identifying the best target markets, teaching you how to identify decision-makers, and then how to get face-to-face, learn about their wants and needs and tell your story.
Making The Time
This all sounds good, right? But you also have a million other things on your plate every day. Where will you find the time to implement all of these wonderful strategies? In the final chapter, It’s All About Time (Management), Print Sales and Marketing will provide real-world time-management strategies that will help you to get maximum value from the entire book!
Hands-On Training & Consulting
Beyond what you’ll read in Print Sales and Marketing, Slava and/or Dave are available to provide hands-on training and consulting. Slava will help you with Internet Advertising, Social Media, Cloud Production and Web-To-Print technology. Dave will help you with sales and sales management issues, including the hiring, training, management and motivation of new or current salespeople. These service can be provided through live, onsite visits or via Skype or GoToMeeting.
Now Available Online!
Print Sales And Marketing Book
Press Conference at Print17
