An article by John Giles in Rapid Printing caught my interest yesterday. John is an advocate of workflow automation. Here is some of what John wrote.
If you strategy to be in the printing business for a handful of a lot more years, you need to embrace automatic technologies. You want to have a computerized estimating technique. You require to be employing the business management resources constructed into the plans. You want to be considering about what responsibilities you can automate. The margins are obtaining narrower for numerous quick printers. Automation may set the profits again in the printing enterprise.
Putting the Cart Prior to the Horse
John writes about the standard route in company and a romance with production. I question you, why do so many printers and company people focus on generation automation when Sales Automation is just as important? I just do not realize this romance with equipment.
Please comprehend, I’m not disagreeing with John, I’m only suggesting that revenue should be in the entrance of the cart, not in the back. A sale drives the enterprise. Does not it make perception to spend in bettering income by way of automation and workflow? Positive it does. This is truly putting the horse in entrance of the cart, not the other way about. At a current printing exhibition, I shown my sales automation workflow. Those who took the time to examine my sales automation program realized how critical the sales procedure is.
When we are marketing to our buyers, it is important to uncover the ache of the customer. Often buy plc hardware doesn’t want to acknowledge they have a problem. Sometimes the client is willing to overlook the problem they have. Our task is to aid them recognize that unless they change, catastrophe might strike them more difficult than they want.
Make Product sales Simple with Simplification and Visualization
When I display my income workflow chart to consumers, one particular of the reactions I get is how complicated the revenue workflow chart appears. I prefer this reaction due to the fact it is straightforward to make clear. When I notify them the product sales steps are automatically processed with the thrust of a button, they comprehend. They get excited when they realize that about eighty per cent of the income steps are automated! It is the visualization that aids my prospective customers understand how sales automation and workflow can be successful.
Relating this simplification to routines and increased income potential helps make my job simpler. I’m usually making an attempt to find the visual example for simplification. Our prospects can relate to visible illustrations and tales when we share them. In my scenario, I usually share a story of one particular very satisfied shopper who utilizes workflow and product sales automation to execute what took him 4 several hours of selling, in thirty minutes. This identical customer manages virtually 10 occasions much more clients than he did prior to. This tale and other folks reinforce my believability and simplify my sales answer.