{"id":3187,"date":"2018-08-09T09:57:46","date_gmt":"2018-08-09T13:57:46","guid":{"rendered":"https:\/\/sinalite.com\/printersuccess\/?p=3187"},"modified":"2025-05-28T11:30:47","modified_gmt":"2025-05-28T15:30:47","slug":"closing-the-sale-4-steps-to-successful-election-print-sales","status":"publish","type":"post","link":"https:\/\/sinalite.com\/printersuccess\/closing-the-sale-4-steps-to-successful-election-print-sales\/","title":{"rendered":"Closing the Sale (4 Steps to Successful Election Print Sales Part 3)"},"content":{"rendered":"

Election season is a great opportunity to sell more print. We\u2019re providing a series of four articles to help you. We\u2019ve written about the following two steps already:<\/span><\/p>\n

    \n
  1. Step 1: Finding Prospects<\/span><\/a><\/li>\n
  2. Step 2: Matching Products to Needs<\/span><\/a><\/li>\n<\/ol>\n

    Today we\u2019ll be focusing on closing the sale. In this article we will cover some sales angles, ways to handle customer hesitation, and what to do after you make the sale.<\/span><\/p>\n

    6 Angles to Push the Sale<\/span><\/h2>\n

    Do you remember the 5 W\u2019s (who, what, when, where, and why) + How? We\u2019re going to apply them here too.<\/span><\/p>\n

    1. WHO Angle: Expertise<\/h3>\n

    Client need: I\u2019m looking for an experienced printer who I can trust.<\/span>
    \nSales pitch: We\u2019ve been printing for campaigns since (year).<\/span>
    \nCTA: Print with experts who know how to make a winning impression.<\/span>
    \nContributing tools: customer testimonials, pictures\/examples of past products<\/span>
    \nTo do: provide informative content\/resources<\/span><\/p>\n

    2. WHAT Angle: Quality<\/h3>\n

    Client need: I need materials that show that I\u2019m more professional and dedicated than my opponent.<\/span>
    \nSales pitch: We offer premium, high-quality products.<\/span>
    \nCTA: Order better materials than your opponent.<\/span>
    \nContributing tools: print packages, samples of premium products<\/span>
    \nTo do: expand your product selection<\/span><\/p>\n

    3. WHEN Angle: Urgency<\/h3>\n

    Client need: I need to get materials printed ASAP to stay ahead of my opponent.<\/span>
    \nSales pitch: We print to meet your deadlines.<\/span>
    \nCTA: Order today before your opponent does.<\/span>
    \nContributing tools: time-limited offers, countdown timer<\/span>
    \nTo do: contact candidates early<\/span><\/p>\n

    4. WHERE Angle: Locality<\/h3>\n

    Client: I want to print locally.<\/span>
    \nSales pitch: We are a locally-owned\/family-run print business.<\/span>
    \nCTA: Print with a member of the community.<\/span>
    \nContributing tools: local advertising, Google Snack Pack SEO<\/span>
    \nTo do: get local reviews<\/span><\/p>\n

    5. WHY Angle: Social Responsibility<\/h3>\n

    Client need: I want to show voters what I care about<\/a> through my purchasing choices.<\/span>
    \nSales pitch: When we print, we\u2026 (e.g. donate a percentage to charity, use recycled materials, etc.)<\/span>
    \nCTA: Print with a business that gives back.<\/span>
    \nContributing tools: social media promotions, blurbs on product pages<\/span>
    \nTo do: research partnership opportunities<\/span><\/p>\n

    6. HOW (Much) Angle: Low Cost<\/h3>\n

    Client need: I have a small budget for my print materials.<\/span>
    \nSales pitch: We offer low prices for your printing needs.<\/span>
    \nCTA: Order print products that don\u2019t break your budget.<\/span>
    \nContributing tools: price-related offers, promotional newsletters<\/span>
    \nTo do: research your competitors\u2019 prices<\/span>
    \nTip: <\/b>If you\u2019re looking for an outsource print partner who fulfills the expertise, quality, urgency, and low cost angles, check out <\/span>    SinaLite<\/span><\/a>.<\/span><\/p>\n

    Handling Hesitation<\/span><\/h2>\n

    If your client still seems hesitant, try these 4 steps:<\/span>
    \n1. Identify why they\u2019re hesitating. Sometimes this could be a tangible reason like price or quality, but sometimes it could be something more psychological like lack of trust or familiarity.<\/span><\/b>
    \nE.g. \u201cI don\u2019t trust your print shop because it\u2019s new.\u201d<\/span>
    \n2. Address that particular issue by explaining how you can alleviate that concern.<\/span><\/b>
    \nE.g. \u201cIf you\u2019re not satisfied, we\u2019ll reprint it for free.\u201d<\/span>
    \n3. Differentiate yourself by highlighting how or why you\u2019ll be able to help them overcome this concern better than your competitors. Perhaps you have qualifications that your competitors don\u2019t.<\/span><\/b>
    \nE.g. \u201cWe were the sole print provider for town\u2019s charity event and they were very happy with our work.\u201d<\/span>
    \n4. Remind them of the advantages of making a purchase now instead of later. Sometimes clients don\u2019t realize the length of time it takes to print projects, so using a calendar to show them turnaround times could help speed up their decision to order.<\/span><\/b>
    \nE.g. \u201cA lot of election signs are going up already. Let\u2019s make sure we get yours out fast.\u201d<\/span><\/p>\n

    After Making the Sale<\/span><\/h2>\n

    It doesn\u2019t end with your customer deciding to place an order. Now that they\u2019ve made their decision, you have the opportunity to offer them more.<\/span><\/p>\n

    Upsell<\/h3>\n

    Ask yourself: How can I meet this customer\u2019s needs more completely?<\/span>
    \nSuggest upgrades and add-ons to your client\u2019s purchases. A few approaches are:<\/span><\/p>\n