How to sell Form/Label and Form/Card Combinations

1. Do a cost/benefit analysis. Some customers may resist reprogramming their existing computer software or upgrading hardware to accommodate form/labels. Stress to them that reprogramming is a one-time task, and help them calculate the possible costs.
   
   For example, learn what the customer currently spends on both form and label production, and then account for reprogramming and procedural change and expenses (with the customer’s input).
    
2. Emphasize the value-added nature of this product and capitalize on its under- utilization by other distributors. In other words, the sooner you add form/label combination to your list of products and services, the sooner you establish yourself as a key player.
    
3. Examine your existing clients for entry into the market. Who would be your first choice? Revisit them and make the sale.
    
4. Concentrate on the system savings versus the costs. In addition, show clients how running this product on their computer will reduce the amount of time necessary to run two separate programs.
    
5. Ask. If you don’t know of any problems or any areas for improvement in the operations of your customers or prospects, you could lose a viable opportunity.
    
6. Talk to the right person in the organization. Often, the shipping clerk clerk or supplies buyer is unable to make decisions or generate an application. Visit the end-using department or a MIS person, operations manager or financial controller instead.
    
7. Make a team call with NJBF. Often NJBF provides test runs of the form/label and form/card combinations.
    
8. Use the product in our own business. This helps cement your own understanding of the benefits.
    
9. Partner with the right Manufacturer!. NJBF has more capacity and the best pricing to help you secure this business.
   

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