Achieving the add-on sale
September 2011
September 2011 | Cross Selling Opportunities
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Discussion Topics
• The Art of Cross Selling
• Discovery Is Key
• Campaigns and Ancillary Products & Services
• Why It Matters
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The Add-on sale
Turn a $2,500 project into a $3,000 sale
Your customer calls to say you have been awarded a
brochure job for a new product they are offering. Think
opportunity. Counter cards, window signage, possible
product labels, floor signage… the list is endless.
Increasing the sale with high value, high margin products,
will increase your bottom line and the value your customer
sees in you.
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The Add-on sale
How to add increase every invoice by 20%
• Provide new product/service ideas early in the process
• Print examples
• Promote your application variety
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Do ask. Do tell.
Look behind the curtain for more work
You already have the customer. You may
already have the repeat job. Don’t
hesitate to ask more questions, but
remember to be honest about your
capabilities. What else can you bring to
this customer? Your knowledge.
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E-mail Blast:
Launch Microsite:
Promotion e-mail blast
with discount
Online presence to
support launch
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Breaking Down a Campaign: Where’s the Revenue?
As a print service provider, there are
• Project management
plenty of potential revenue streams if
• Print production
you have the right capabilities or
• Database management
partners.
• Variable programming
• Website development
• Video production
• Design & Copywriting
• Mailing and more…
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So you may be wondering…
Why does what you’re telling
me really matter to my
business? What does it mean
for me on a daily basis?
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Flexibility:
Having the ability to
adapt to market shifts.
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We can help…
Mohawk MakeReady provides
practical tools and actionable
information for digital printers
like you.
Visit: www.MohawkMakeReady.com to browse content,
request a meeting, or join the community.
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