How to Extend Your Business Printing Services to Existing Customers: Part 2

In our last post we discussed four ways to extend your print shop's offerings to your existing customers. We focused on communication, listening, and engaging with them more often.

Today’s post offers four new ways to extend your business printing services by anticipating and addressing the needs of your biggest asset: your current customers.

So, let’s get started...

1. Review Customer Purchasing Behavior for Cross Selling Opportunities

You know who your customers are and what they normally buy. Are they ordering the same job again and again? By reviewing their purchasing behavior, patterns will emerge and offer you the opportunity to cross-sell other products and services that will complement their current purchases.

“Would you like envelopes with your custom stationery?”

2. Add Inserts to Boxes, Bags & Packages

If you have been having trouble communicating the arrival of a new product or service that your customers would find valuable, or that you want to start cross-selling, print postcards, flyers, catalogs or brochures and stick them in your customers' packages before they pick them up.

They may not have time to stick around and chat with you, but they will reach into their bag or unwrap their package to find your announcement.

3. Offer Incentives for Trying a New Product or Printing Service

The inserts we just mentioned above? They're perfect opportunity to offer an incentive for the first time buyer of a new product or service.

For example, you have been printing and laminating plant tags for a busy greenhouse. You also know that printing on pre-perforated waterproof plant tags would offer them a more cost effective solution with higher image quality.

Create a half or quarter page postcard or flyer highlighting the waterproof plant tags, or better yet print the flyer on the waterproof paper and offer an introductory savings of 10 or 15 percent off their order.

4. Provide Success Stories from Happy Customers

That’s right–use your happy customers’ experiences with your products and services to present new ideas to others. Case studies, testimonials and customer stories are powerful tools that go a long way when customers are in the decision-making stage of the buyer’s journey.

Give them that extra push by providing the success stories of others and let them see how something new or different might work for their needs.