A Beginner’s Guide to Marketing for Sales Growth
Source: Connecting for Results
Author: Nicole Morrison (Guest Post)
Image by Freepik
As a result of the recent pandemic, many printers have seen a dip in sales. With the demand for printed materials reduced significantly, clients of all sizes faced severe financial pressures. Approaches used in the past to win organic business proved no longer sufficient and, like it or not, printers began looking for new solutions.
As of 2023, business has returned to pre-pandemic levels for some, while others still struggle to move the needle and are wondering what options are available.
Enter, Marketing for Sales Growth.
With commodity printers gaining traction due to their flexibility and convenience, traditional printers now have an opportunity to showcase the value of their services.
What is Marketing for Sales Growth?
In general, this term refers to the marketing activities a company undertakes to help achieve sales goals and improve company revenue. Whether it’s defining your unique selling proposition (USP), crafting key messages, or engaging directly with target audiences, marketing for sales growth is designed to help generate the right leads (that eventually become loyal clients).
Define Your USP
Your clients want to know what makes your company unique and why they should choose to partner with you. Do you have the best people? Offer speciality services? Flexible pricing? Your USP, simply put, is what you do better than your competition. With high quality now a standard, what makes you stand out from the crowd? The answer isn’t always obvious but often times your current clients will have the answers.
Illustrate Your Value
In today’s world of omnichannel marketing, there are endless ways to communicate. But first is figuring out what to say. Once you’ve identified your USP, it’s time to develop key messages, or catch phrases. These help to easily identify your products and services. As an example, Nike’s tagline is “Just Do It”, which illustrates part of their value is an added confidence boost. Whether you’re sharing messaging online or with printed materials, customers are looking for what they’ll receive in exchange for your services. Samples are an excellent way to show your value (and also help to promote print!). Direct mail is even more powerful when combined with a digital component, such as a QR code, social media campaign, or online event.
Engage Your Target Audiences
Some printers have seen their target audience shift in recent years, whereas others are looking to explore new vertical markets. Whatever the circumstance, what’s most important is to get in front of the right people. If you’re unclear on where to start, trade associations have established communities that are already interested in your industry and services. They can create an online trail to some of your best prospects or people willing to point you in the right direction. While it can be tempting to look at the new, don’t underestimate the power of reengaging with current and prospective clients whose needs may have shifted as well.
With the popularity of virtual selling and customer self-service, the role of the salesperson is undoubtedly shifting. Leaning into solution selling and providing expertise has been effective, yet salespeople are also relying more on marketers to get the right messages across the company’s various promotional channels. For many printers, marketing has become a key ingredient for a successful sales plan.
When done right, marketing can also strengthen your overall brand, raise awareness, and help you reach new markets.
If you’re looking to improve your sales, contact us! Our experts are here to help.
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Nicole Morrison is the Communications & Marketing Director at Connecting for Results. She is an award-winning communications professional with extensive experience directing public relations campaigns. Nicole has a proven track record of developing and executing communications strategies across multiple channels, successfully raising her clients’ profiles across a local, national, and international stage. With her collaborative approach, she aligns marketing initiatives with sales to help achieve company goals. To get in touch with Nicole, contact us.
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