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The Ribbon Print Company
Ribbon Tales
Talk. Training. Truth.
How to Sell Custom Printed Ribbon
Okay, honestly and truly, I'm getting down and dirty here. If you don't follow my advice
here, then really don't bother buying a ribbon printer for you business.
Pricing - The Sales Presentation
Hi everyone, it's Sue and you are watching Ribbon Print Tales. We are now at the end
of our three-part series on pricing. And in this video, we are going to talk about how
you can be successful with selling custom printed ribbon. And we're also going to talk
about the three specific ways you can totally sabotage all your efforts right on the spot.
You may be surprised when I say this, but you are really the key in your success with
selling custom printed ribbon. There are two factors that I really want to drive home with
you today, and that is your mindset and your attitude when you're in front of potential
customers will make or break the deal.
Let's talk about these individually.
Mindset
Think about it. You now have the services to custom print ribbon for people. Not many
people have those services. And you've invested quite a bit in your ability to do this. Number
one: you've made a financial investment. You've spent somewhere between - call it - twelve
hundred and 25 hundred dollars, depending on what system you've purchased. It also is
somewhat of a learning curve, as most of you know, so you've taken the time to learn the
software, learn all the capabilities in-house, and you are now a designer.
You can design on custom printed ribbon in all different types of widths. You could overlay
graphics. You can import logos. And you're also a businessperson. So, you have purchased
this for your business as part of an overall strategy. You have a marketing strategy. You
have a pricing strategy. All of that has taken time to develop and, of course, as a business,
you're looking to make a profit.
So, consider all these things. This is your mindset as you're going in front of a prospect.
You are a businessperson presenting a valuable product.
Attitude is the second step in this whole idea of mental positioning. You want to go
up in front of your potential customer and tell them how important custom printed ribbon
is and what it can do for their business. You want to treat your ribbon when you're
actually handling it as if it's a piece of China. It's delicate. It's special. It's important.
You have it, and they want it. It's all in positioning and setting up the product.
I have here a box of bows. Can you see them all? Okay, that's for a project that I'm working
on. I'm going to probably tell you about it in an upcoming video, but you know, I could
just pick one of these bows and say: "Yeah, I custom print this ribbon. It's really easy.
It's really cool. You could have it for a gift. You know, it takes me two seconds. You
know, anyone want it?" You know, that type of thing, or you could say: "Look. Look at
this custom ribbon. The printing on it. We can do it in different colors. What value
this would add to your product, if you put your logo on it and applied it to your olive
oil bottles, or your boxes of chocolate for your holiday gifts, it will allow you to represent
your brand much stronger in a very unique way. And you could customize it to your particular
clients as well."
Three Huge Mistakes!
Three huge mistakes that will totally sabotage your selling techniques. Mistake number one
is taking the attitude: "Oh, it's really nothing," type communication. Why would someone pay
a lot for services that you offer if that's the attitude; if it's: "Oh, it's a breeze.
I can throw this together in a couple minutes. It's not problem"? You want to treat this
as a valuable asset that you have that you can provide to your customers.
Mistake number two: present custom printed ribbon as just a side note.
Yes, that's all there is to mistake number 2, because it was just a side note and left
Mistake number three is treating your custom printed ribbon with no value. That it's just
an add-on. No, no, no. You want to present this on equal par with your product. Whether
it's a gift basket, whether you're doing favors for events, you want to treat the custom printed
ribbon as a special element that is part of the whole product. Don't just leave it as
a side note for no additional margin.
All right everybody, that completes our third part on pricing, and it actually completes
our entire three-part series. You know how to work with setup charges. You know how to
calculate the cost in your retail price for printed ribbon. And you know how to go out
and sell ribbon to customers. Always remember that the services that you now have acquired
will allow you to help your customers be more successful too.
So, go out and present and sell some ribbon. Make yourself profitable. Make your customers
profitable. And have a great time with it, because you have a fabulous product to present.
Take care everybody. Bye-bye.
Ribbon Print Tales
TheRibbonPrintCompany.com (888) 289-8101
The Ribbon Print Company