Making Your Company Predictably Profitable
I have a question for you.
Is it possible to grow both sales and profits (and get paid) when our marketplace is experiencing the following:
1. We are in the worst recession any of us have ever experienced
2. Our clients are cutting budgets and spending less
3. When clients do buy, they want cheaper prices because of their shrinking budgets
4. There are 6 printers waiting in line to gouge our prices because they also have a pile of hungry iron to feed.
5. No one seems interested in the value you can bring to the table… they just want ‘CHEAP print’.
When I talk to a lot of print owners, they tell me it’s impossible to grow sales and profits in these conditions. They would be happy to just survive… or hold on to what they have, for the next year or two.
For them, growing sales and profits is impossible… and they have the evidence to prove it. Their sales are flat or declining… as are their profits.
I, on the other hand, believe IT IS POSSIBLE to grow sales and profits… even in a recession. I also have the evidence to proof it. In our own print company, we’ve grow sales by 80% in the last 2 years. January was our best ever invoicing month. Our GP% is up over 3%.
Watch the video to find out how
I have another question for you… which one of us is right?
Well, we’re both right. There is a certain self-fulfilling prophecy about it all. We both operate our businesses out of the beliefs we have about what is possible. And, of course… we get the results to support our beliefs.
There is also ONE OTHER MAJOR DIFFERENCE. We have a system to produce the results we get. We no longer ‘quote & hope’. We’ve stopped doing endless estimates for ‘price buyers’. Our business is becoming more and more predictably profitable.
By now, you may be wondering how we do what we do. Do we have some silver bullet? NO! Do we have some magic powers that are only available to us? NO!
You can also do what we do. I’ve explained it all in this FREE VIDEO.
It’s a simple 3 part formula. Each part of the formula has 4 sections.
It’s all laid out step-by-step when you watch the video. You can even get copies of all the slides if you want.
By the way… it really is FREE. You don’t even have to register or give me your email to watch it. There is no charge whatsoever. Keep your credit cards locked up. This is just rock-solid sales and profit advice as a gift from me to you.
One more thing…
I’ve spent most of the last month preparing a ton of free content for this blog. It will ALL BE FREE. No charge for any of it. It’s take me nearly one solid month of work to put it all together. And you can get it all for free.
If you are wondering why on earth I’m doing all of this… it’s simple. Later this year, I’ll be offering 2 new services to printers just like you. Ever before we get to have that conversation, I want you to have profited for my experience and advice. I want you to have made money, won new sales, grown your profits. Then, when you are ready to invest in additional resources, you’ll already know these strategies work and make you money.
So – keep coming back here. This is not time to be struggling on alone in this business. I want to help you and give you lots of resources right here on this blog.
Now… go watch the video and discover a predictable way to grow you sales and profits.
Sales… Profit… & Cashflow Strategies For Printers
Nick Devine
Founder and Publisher
www.ThePrintCoach.com
www.PrintersProfitSystem.com
{ 97 comments… read them below or add one }
Enjoyed the video look forward to your future posts.
Regards
Phil
This was very insightful and I appreciate the experienced advice. Unfortunately in the small market I am in, we have two other businesses that are focusing on customer model #4 which leaves me wondering, what’s next – what can we do differently!?
So much thoughts in so sort time needs to go thru with other people.
Of course it needs hard work to find customers to whom built services.
I called a client that I wanted to get an appointment with. He finally said that he had a printer but would include me in the bidding process so he did not need to see me. When I respectfully declined to be in his bidding process he asked that I come to visit and he would like to see what I have to offer! Very exciting but now what!
For Peggy
Well done Peggy. It’s interesting what happens when you refuse to play the ‘quote & hope’ game. YOu goal now it to dig deep in the world of your prospect and find what his/her business proglems are. Doo very good research on the company / sectore before you meet. Plan your call well. Review the Competition Annihilation Method video you’ll see on this blog. I’l be publishing more tools and tips in comming months. Watch for the one on Outcome Based Selling. Good luck with your meeting… let me know how you get on.
I laughed, I cried, it was better than CaTs
I believe we can grow in this market as there are massive opportunities with the right approach.
Operating in the sheetfed market we see opportunities opening with diminishing runs in web scaling back into economical sheetfed printing
great stuff
Wow. Amazingly simple yet I can see how effective it is.
Well done.
Proactive management is about exploring new opportunities, accepting of others ideas and continual research
Interesting stuff
Look forward to viewing the training exercise
We are small and trying to GROW our business over the next year.
I look forward to these…I enjoy your emails and your suggestions, studies, etc. Look forward to them all the time.
Thanks for another great presentation.
Another great thought provoker. The old "ideal client" issue is always a challaege to overcome.
I suggest you read "Blue Ocean Strategy". This is a great book for understanding where & how to look for new uncontested customer groups
Once again a very insightful video. it has motivated me to do the homework and be customer centric in my next meeting with an existing customer who is currently just price dirven.
Thank you!
Dick Royston
Color Pages
Very interested in any means of gaining or consolidating sales growth in these tough economic times
Excellent video, very informative.
I found this information very helpful. I look forward to sharing this with other sales folks.
I need the help
I am finaly making a business plan and need to incorporate the ideas you have outlined.
Never heard of you before but it’s refreshing to hear from someone who seems to love what he is doing and who walks the talk.
I will welcome access to your slides; and am anxiously looking forward to the "sting". Most business people, both inside and outside of print, should have a quick listen to what you are saying.
Kind regards.
JBM.
Another good presentation. I know this is where we want to be. We have made a few small steps along this route but need to be even more detirmed to reach the promised land. [Nick, I requested a copy of your last set of slides, hopefully I will be more successful ths time]
Rob
Have used a similar Level 4 customer orientation strategy over the last 20 years in the wine label sector to great effect. I agree with your comments of having the right strategies in place to attain the best results.
Excellent presentation, looking forward to getting slides and will use the video at our next sales meeting
So simple, didnt even think about it that way.
Thanks Mr Devine
Printing will always be a successful and profitable business as no one wants a disk to watch
right on target!
I find selling at level four is where profit is at. Selling on price is for the beginner rep that doesn’t know how to consult on value added services. My delemma is hiring and developing a sales staff. Can’t clone myself and I can only sell so much. I would like to increase sales.
Unfortunately my sound system failed at 20 minutes but going by the slides it reinforces what we are working towards (thanks to your prior presentations).
Very interesting. I’m currently a Sales Manager for a large print house in the Middle East, and the market is unbelievably price driven. Good to be reminded of how the more sophisticated market operate – wonder if any of my sales team will be able to get their heads round it!?! All the best
Excellent stuff, thank you.
Perfect timing
We are reviewing our front office processes/apps for road blocks. May have to dictate change
I am looking for more details on lead generation.
Thanks Nick, I enjoyed your program!
Good overview and introduction to Theory of Constraints.
Excellent presentation and you raised some very interesting points. Thank you.
Excellent summary of the issues a small business faces.
Great Sales video. Very good to make it personal and analogies, they help to ‘link’ slides to real tangible results
I try to find more concepts of new business model on prepreee & printing markets.
Very Good Video.
I look forward to your next video
like the categorical thought process and the slides will help keep that order
Thankyou
Great video, Thanks!
I like the focused five system so far, makes good sense especially blocking out 4 hours each week for business development.
i will be more than happy to send a blog once i can get the vidoe to work
I did not realize how much time e-mail takes, wastes! Turning it off never occurred to me! Thank you!
Wonderful information!
This slide presentation was very helpful in helping me plan my days in business +personal.
Very Good Info
Response for Ian Bosler
I’m already a fan of ‘Blue Ocean’ and we use some of that material in a module I coach called ‘The Difference Maker’. Thanks for the recommendation… you never know when you are missing out on a great book.
Response for John Miles
There is no ’sting’. This site is just here to help printers make more money. Keep tapping in to what we post here. It will help you.
Response for Don Woolman
Good to hear from people who have been using similar strategies. This approach works predictably well.
Comment for Kim Price
Kim, keep an eye on the blog for a resource on hiring ‘Sales Superstars’.
Thanks everyone for participating in our blog.
Nick
pls grant access to slides for fit for profit *and any other presentation …. thanks
We used a consultant to design a training program to introduce our sales force to Outcome Based Selling. I am looking for material that will help in the post training reinforcement. You methods are very similar to the methods we use in helping students decide to first, go after a degree, and second, attend Kaplan.
we currently dont have any plans so i think its great.
I was never sure how to measue the sales staff, so any additional information would be great
I seem to be having a problem with the slids
I’ll take a copy of the free slides please and thank you!
This video hits the nail on the head!
I found this video very helpful. I will definitely be applying your suggestions in a new venture next year, and having never been in sales, this was practical and specific. Thank you.
Excellent video, OBS is the Bomb!
I neeed to get some garlic.I’ve got a lot of time vampirss.
Great overview
Thank you Nick.
This advice is timely!
I enjoyed this session and it is exactly what I needed. I have a business venture you may be interested in. Please contact me jane@paradigmprint.com.au +61 2 419 111070
regards,
Jane Thorpe
most important idea-
Stop multitasking
I’m thinking.
Thank you for helping us.
Reminding me about Time vampires
back to basics of what to do.
The slides that download arwe the same for all the downloads. Why
The most important thing I got out of the
video is setting goals (90 days). Never thought about this concept.
I went to many network meetings and really did not know how to network a room. After listening to this video it provide new ideas on networking.
Very good video
it give me a better idea on how to sell more.
Well done.
I have to play the video several time to understand this video.
this video was very helpful. I ever thought about some of the things I need to increase and some decrease for better results.
no comments at time
I found this video very useful and educational on areas of solution selling. The points made help refresh and reiterated some of the points required to have a successful customer/prospect first meeting. So many times initial meetings never results in a second and points made by this video will help.
I’m one of those that either said dumb things or stumbled around, so I appreciate the concise way you have outlined the networking processes. Can’t wait to try it out.
I have had similar issues when I have multiple things to do and I just can’t get anything done. I liked the way you talked about scheduling the big things and block a small amount of time for the smaller less important items.
I liked the strategy of finding out more about the other person focus complete attention to that person. Follow up and try to find some way to help them.
I liked your explanation of print becoming a commodity and how we can move more to the centric selling. I have never used a planning detail and believe that will be very helpful so I focus on the right things.
We have never had a clear cut sales plan and feel this to be a very important ingredient that needs to be added to our company
I liked the explanation of outcome based selling and am anxious to start using.
I liked the idea of a focused customer strategy and working on the business rather than in the business
First time.
Great positive material.
Thinking outside the box.
Please sign me up for your newsletters and send me the slides.
Cut down on quoting and build the relationship before the proposal is provided.
Nice presentation.
This is so simple, why don’t we do it ?
Just say no to an estimate on prospects. I love that idea.
Hello,
Great video. It was a great reminder that we are to be consultants bringing value to our clients and prospects, not just looking for another sale.
I would like to see more info on effective prospecting.
thank you
Tim
I enjoyed relearning the advantage of selling value not a commody and the fact that we need to always have in our product mix some of the top 20% of the big buyers.
Comments are tough prior to watching. Now I have overlapping sound tracks.
Looking forward to reviewing the video
I’ve been in the printing industry for 25 years as a sales rep. I’m now a sales trainor and will use your concepts in our programs. Please send me the slides and advise how I may get onto your mailing list.
Great content for successful selling.
With my last company I was very successful but, always felt like I was being forced to speed date. I’ve always been a relationship building salesperson & know that was the key to my sucess!! It was refreshing to hear that’s a good model. In my new postion I feel I’m being pushed to speed date again & given no time to build relationships-Frankly it sucks!!
I want to recommend your video to all my English-speaking staff. It touches most common issues.
Great Video – look forward to trying this in the next appointments that I have