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Print Sales and Marketing

Face-To-Face and Internet Marketing techniques to propel your sales

By Slava Apel and Dave Fellman

In the old days, marketing for printers was mostly about making the phone ring. Maybe a little direct mail, but mostly a BIG presence in the Yellow Pages. That’s how most successful printers grew their businesses from the 70’s to the 90’s.
Print sales and marketing techniques
From the 90’s into the 21st Century, outside sales has played a larger role, but any print salesperson will tell you that selling is easier if your company gives you high-quality leads.
Where do those leads come from? In two words: Effective Marketing! And in this New Age, the most obvious channel for Effective Marketing is the Internet. Your website. E-mail marketing. Social Media. This book is about putting all of those elements together to create an Effective Marketing Plan.
But there’s one more piece. A lead is not a sale, and it may take some selling to reach your ultimate goal. This book is about that too. It’s about how to generate leads and how to close the sale!

Two Guys Who Know What They’re Talking About!

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.

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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

Three Levels of Value

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

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.

Modern Strategies for “Traditional” Prospecting
Making The Time

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

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.

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Hands-On Training & Consulting

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Print Sales And Marketing Book
Press Conference at Print17

Print Sales And Marketing Book Press Conference at Print17