1. September 2011 | The Secret is You Selling digital printing September 2011 0

2. September 2011 | The Secret is You Strategies for selling digital opportunities PROSPECT Shift your focus from order taker to consultative sales person Learn how to identify a digital “opportunity” Learn the sales process Develop and deliver a successful call Generate good leads Have consistent follow-up habits Develop a fun, interactive presentation with a memorable leave-behind 1

3. September 2011 | The Secret is You Digital opportunities are not just short-run color! Identify digital opportunities Pizza shop menus, lost dog flyers, church bulletins, are not the type of work you should be searching for. Short- run digital printing is okay, but high value, high margin projects are where you will increase customer loyalty, and raise your bottom line. 2

4. September 2011 | The Secret is You Learn the sales process 3 Situation Analysis Relationship Building Assess Situation and Solutions Present the Solution Follow-up Win the Business Retain the Relationship

5. September 2011 | The Secret is You 4 Get Creative! Do something out of the box

6. September 2011 | The Secret is You What do you know about the prospect? Develop and deliver a successful call Here are a few questions you should be able to answer: What vertical market do they reside in? What is their business strategy? Who are their main competitors? What are trends in the marketplace? Who are other vendors/printers they use? 5

7. September 2011 | The Secret is You 6 Does this look familiar? Has your audience heard the same presentation over and over and over?

8. September 2011 | The Secret is You 7 Make it a performance! Be fun, memorable. Interact with your audience.

9. September 2011 | The Secret is You 8 LOVE what you do! Customers and prospects can tell when you love your work.

10. September 2011 | The Secret is You Consistent Follow-up You must follow up with customers on a consistent basis. Understand their sales cycles and keep good follow-up records. This follow up will make the difference between a sales representative that just has prospects and one that gets purchase orders. 9

11. September 2011 | The Secret is You Steps to success - YOU Finding digital customers and selling digital printing Existing customer base Vertical segmentation The territory Your mailbox The “Letter” Your style and process Good leads Make a fabulous presentation Follow-up, follow-up, follow-up 10

12. September 2011 | The Secret is You Mohawk MakeReady provides practical tools and actionable information for digital printers like you. 11 We can help… Visit: www.MohawkMakeReady.com for more tools, to request a meeting, or to join the community.www.MohawkMakeReady.com