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How to sell Form/Label
and
Form/Card Combinations |
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- Do a cost/benefit analysis. Some customers may resist reprogramming
their existing computer software or upgrading hardware to accommodate
form/labels. Stress to them that reprogramming is a one-time task,
and help them calculate the possible costs.
For example, learn what the customer currently spends on both
form and label production, and then account for reprogramming
and procedural change and expenses (with the customer’s input).
- Emphasize the value-added nature of this product and capitalize
on its under- utilization by other distributors. In other words,
the sooner you add form/label combination to your list of products
and services, the sooner you establish yourself as a key player.
- Examine your existing clients for entry into the market. Who
would be your first choice? Revisit them and make the sale.
- Concentrate on the system savings versus the costs. In addition,
show clients how running this product on their computer will reduce
the amount of time necessary to run two separate programs.
- Ask. If you don’t know of any problems or any areas for
improvement in the operations of your customers or prospects,
you could lose a viable opportunity.
- Talk to the right person in the organization. Often, the shipping
clerk clerk or supplies buyer is unable to make decisions or generate
an application. Visit the end-using department or a MIS person,
operations manager or financial controller instead.
- Make a team call with Infoseal. Often Infoseal provides test runs of
the form/label and form/card combinations.
- Use the product in our own business. This helps cement your
own understanding of the benefits.
- Partner with the right Manufacturer!. Infoseal has more capacity
and the best pricing to help you secure this business.
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