Selling print services to enterprises is not about getting a lead for print jobs. You need to be proactive in the overall account strategy, not reactive to fulfilling job quotes.
Your ultimate goal is to become a strategic business partner integrated into your customer’s business process, acting as an extension of their operation.
Your Mindset and Approach
You need a strategic mindset and approach to establish
partnerships with enterprise customers:
- Making customers, rather than finding This means earning more time with the customer, with an open invitation to continue a dialogue, and with a sincere commitment on the customer’s part to take action.