salesWe all hear that with the change to become Marketing Service Providers or Print Communications Companies, our selling strategies need to change also.   Sales reps need to expect longer sales cycles because now we are selling projects, not jobs.  We need to sell to different people in our customers’ companies, not the print buyer but the marketing manager.   We’re told not to sell our equipment but our solutions. . .  and we’re told that the traditional print rep is a thing of the past.

But many of us are still really commercial printers that are selling more services such as design, digital, mailing, and fulfillment, and aren’t ready to be Marketing Service Providers or Cross-Media Publishers.

What do our sales reps do now?

Traditional sales reps can still be very successful but they do need to adopt some different selling strategies.   There is no future in being just an order taker selling a commodity based on price, but there is a solid future for the sales representative who recognizes how his or her buying world has changed.

Your goal needs to become a trusted advisor to your customers, not a sales person.  You do that by learning and understanding your customers’ business.   Then ask questions about their marketing communications, be able to understand their answers and help them improve their results:

• Why are you producing this mailer?

•  Who is it going to and why?

•  What were the results of the last mailer?

•  Is it part of a larger cross-media promotion? And more…

Tell your customers and prospects about innovative solutions you have made for other customers.  Become an expert in your field, whether it’s in mailing, personalized marketing, social media, database management or fulfillment.   Educate your customers in these areas to demonstrate how you are thinking on their behalf.

Yes, it will take time to learn what you need to know and to position yourself as an expert advisor.   Your sales cycle may become longer and you will need to be talking to others besides the ‘print buyer’.   But you will have set yourself apart from your competition by being able to improve your customers’ business and provide them with solutions that work, not just take their orders.

Health Insurance

Health Insurance

BCBSM has individual health insurance plans available to PIM members. Association Benefits Company, an authorized independent agency with Blue Cross Blue Shield of Michigan, is here to help you take care of your families and your employees. Call them today to discuss the individual and group options available to you. They work with all agents!

Description for Individual Coverage:

Introducing MyBlueSM– Individual Coverage direct with BCBSM

Printing Industries of Michigan now offers new BCBSM health care plans for individuals and families at all stages of life. Whether you’re single, a recent college graduate, self-employed, starting a family, or considering early retirement, BCBSM has a plan to meet your needs and budget. Click here for eligibility, review plan options and to enroll on line!

Description for Group Coverage:

Employers providing health insurance for employees

Printing Industries of Michigan now offers new BCBSM health care plans for individuals and families at all stages of life. Whether you’re single, a recent college graduate, self-employed, starting a family, or considering early retirement, BCBSM has a plan to meet your needs and budget. Click here to get started with our BCBSM/BCN Administrator!

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Fee Schedule

Fees schedule for PIM Active Membership

Annual sales volume Monthly Membership Dues
Under $100,000 $25
$100,001 – $200,000 $25
$200,001 – $250,000 $25
$250,001 – $300,000 $25
$300,001 – $350,000 $30
$350,001 – $400,000 $35
$400,001 – $450,000 $40
$450,001 – $500,000 $45
$500,001 – $550,000 $50
$550,001 – $600,000 $55
$600,001 – $650,000 $60
$650,001 – $700,000 $65
$700,001 – $750,000 $70
$750,001 – $800,000 $75
$800,001 – $850,000 $80
$850,001 – $900,000 $85
$900,001 – $950,000 $90
$950,001 – $1,000,000 $95
$1,000,001 – $1,500,000 $105
$1,500,001 – $2,000,000 $115
$2,000,001 – $2,500,000 $125
$2,500,001 – $3,000,000 $135
$3,000,001 – $3,500,000 $145
$3,500,001 – $4,000,000 $160
$4,000,001 – $5,000,000 $185
$5,000,001 – $6,000,000 $195
$6,000,001 – $7,000,000 $210
$7,000,001 – $8,000,000 $230
$8,000,001 – $9,000,000 $260
$9,000,001 – $10,000,000 $280
$10,000,001 – $11,000,000 $300
$11,000,001 – $13,000,000 $315
$13,000,001 – $15,000,000 $340
$15,000,001 – $17,000,000 $365
$17,000,001 and over $390
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