If you're the type of person who makes New Year's resolutions but can't stick to them, by the time you are reading this, you've likely broken whatever resolution you've made because it was just too hard to stick to that resolution.
We're going to stay away from difficult to achieve resolutions such as losing weight and share a list of eight achievable resolutions. These resolutions are for production software dealers and can help you be more successful selling software such as Rochester Software Associates' (RSA's) WebCRD, QDirect or ReadyPrint.
Resolution #1: I will use the training and service resources available to me from RSA. We've written about these resources in previous blogs, but the reality is some dealers are hesitant to pick up the phone or send an email requesting help training staff or customers or asking for help with installation or presales. Don't. Pick up the phone, send an email, and use those resources. And the best thing is, these resources are free.
Resolution #2: I will continue to educate myself about the software I’m selling and the market for that software. A no-brainer, right? Some dealers and vendors think they’re too busy selling to find time to expand their knowledge. We’re all busy but devoting a half-hour to an hour each week to attend a webinar, listen to a webinar or session replay, or read a blog post can provide valuable insights that you might not have picked up otherwise. It isn't a bad idea either to attend a conference dedicated to in-plant and commercial printers. These events can enhance your knowledge. They are also an excellent venue for networking with peers as well as software and hardware providers and listening to the concerns of a wider range of customers than you might find in your market.
Resolution #3: I’ll become a trusted advisor to my customers. Getting the customer to view you as more than just a salesperson can lead to more sales. Resolutions 1 and 2 can help lead you down this path. After all, the more you know, and the more aware you are of the customer’s business, their workflow, and the materials they produce, the more that customer will view you as a trusted advisor.
Resolution #4: I will listen more closely to my customers. Notice how these resolutions are connected? You should be listening to your customer anyway to ensure that the software you recommend truly meets their needs or that you’re not leaving another sales opportunity on the table because you failed to listen.
Resolution #5: I will learn more about my customer’s workflow. The best way to sell any software solution that enhances productivity or is critical to getting a job out the door in a more efficient manner requires a complete understanding of the customer's workflow. Of course, that sounds obvious but not every dealer does it. Some spend too much time talking about the features and capabilities of the product and forget to take stock of the customer’s workflow and discuss how the software can improve that workflow. Before you talk product, ask about their workflow.
Resolution #6: I will talk about how secure RSA's software is as well as the measures its service and support organization takes to ensure they are compliant with a customer's security requirements. There is not a business today that is not concerned about security. RSA is always looking at ways to make its products more secure and continues to track the latest security threats and ways to protect against them. Security is a great talk track; make a commitment to include that in every initial conversation with a prospect or existing client.
Resolution #7: I will create more engaging presentations. There is truth to the saying people buy from people they like but you must also generate excitement about the product and a need for it. Find inspiration for creating a more engaging presentation by watching other presenters at events or in YouTube videos and then borrow the concepts and presentation skills that impressed you. It’s not stealing or copying if you take something that works and make it your own.
Resolution #8: I will have the best sales year ever! It doesn't hurt to start the New Year with confidence. Focusing on constant improvement is not a bad strategy either. If you know where to find the resources to help you sell and service your customers, a plan to enhance your knowledge, and strategies for talking about what’s important to in-plant and commercial print customers, you will find yourself in a better position to succeed and have your best sales year ever.
Contact your local RSA Business Development Manager to get started keeping these eight resolutions for selling production print software.