Build better relationships with your customers, deliver more value, and help your business grow by upselling and cross-selling. The success and revenue of your business depend on what goods or services you offer and how those offerings will help your customers solve the problems or needs they are facing. Understanding your customer’s business objectives and then identifying what additional print and promotional products you could offer that would help them achieve their goals help both you and your customers be more successful.
Partnering with an outsourcing company like DFS allows you to diversify your business, expand your product offerings and services, and provide more options for your customer. DFS advisors can provide the knowledge needed to expand into new product lines, helping you see more growth for your business. From full-color printing and promotional products to checks and forms, by partnering with DFS, you have access to an extensive breadth of print products that can fulfill any customer needs.
How do I get more print business?
Diversifying your print business by adding new products, offering a greater variety, and providing more options, is a powerful way to grow your print business. Print businesses can also expand the market for a particular product or innovate new products to increase revenue and generate profit. Offering a broader range of products can also help your business stay top of mind with customers, leading to more significant business growth.
Cross-Sell Print and Promotional Items
You’ve more than likely been asked, ‘would you like fries with that?’ The quintessential example of a cross-sell is an employee offering the customer an opportunity to get a tasty addition to their meal. Like the person who failed to order fries with their hamburger, while your customers may think they know what they need, there might be ancillary products they aren’t aware of that could further help them.
It’s your job to suggest products or promotional items that could bring them more value. Think of this process of suggesting or recommending a complementary product to a customer during a sale to make your customers happier, offering them additional items that can solve a problem for them or provide a benefit.
While you aren’t likely asking a customer if they want fries, you could ask if they need envelopes to go with their letterhead, business cards with their promotional items, or deposit tickets to go with checks. To successfully upsell, you need to understand your customer’s needs and preferences and recommend products that address those concerns. One of the easiest ways to add a wider variety of print jobs and promotional items to your product line is by partnering with an outsourcing company.
Most of your customers would like to buy from you, a company they already trust, rather than having to find one that they’ve never done business with before. When your customers see that you can provide a wide breadth of products and services, offering everything they need in one place, they’ll be more likely to come to you for all of their print and promotional needs.
Upselling to Get More Print Business
While asking a customer if they want fries with their burger would be a cross-sell, encouraging a customer to get a cheeseburger rather than a plain hamburger or upgrading to the large instead of a medium would be an upsell. This method of encouraging customers to purchase a higher number of products or enhancing the product they are buying is valuable to increase revenue.
For print businesses and resellers, this could be suggesting a heavier stock for letterhead, a luxury finish to postcards, or a larger quantity of business cards. By taking the time to inform customers of the value of the product you are upselling, you have an opportunity to not only point out the benefits you offer but also how not purchasing your recommendations would be a missed opportunity. Upselling to existing customers is easier than selling to a new customer and is critical for getting more print business.
Your DFS advisor has all the resources you need to offer more printing services. When you partner with DFS, your company will benefit from industry experts who can expand your offerings. Your customers will get business cards, checks, forms, and other custom printed materials exactly how they want them, with solutions designed to fit all business needs, formats, and budgets. Contact us today to be matched with a DFS business advisor and start saying yes to more print business.
Key Takeaways
- Use upselling and cross-selling to build better relationships with your customers, deliver more value, and help your business grow.
- Adding new products, offering a greater variety, and providing more options, is a powerful way to grow your print business.
- Cross-selling and upselling offer customers additional items that can solve a problem for them or provide a benefit.
- DFS advisors can provide the knowledge needed to expand into new product lines and get more print business.
