An post by John Giles in Rapid Printing caught my consideration yesterday. John is an advocate of workflow automation. Below is some of what John wrote.

If you plan to be in the printing business for a few far more several years, you need to have to embrace automatic technologies. You require to have a computerized estimating program. You need to be employing the business management equipment developed into the applications. You require to be contemplating about what responsibilities you can automate. The margins are acquiring narrower for many fast printers. Automation may possibly set the income back in the printing business.

Placing the Cart Prior to the Horse

John writes about the common path in business and a romance with creation. I inquire you, why do so many printers and enterprise men and women target on generation automation when Sales Automation is just as critical? I just do not realize this romance with equipment.

Please recognize, I’m not disagreeing with John, I’m only suggesting that revenue must be in the entrance of the cart, not in the again. A sale drives the enterprise. Does not it make sense to commit in improving income by way of automation and workflow? Sure digital workflow does. This is really putting the horse in front of the cart, not the other way all around. At a latest printing exhibition, I exhibited my income automation workflow. Individuals who took the time to investigate my income automation program recognized how important the income method is.

When we are marketing to our consumers, it is essential to uncover the soreness of the client. At times the customer does not want to understand they have a difficulty. Sometimes the client is inclined to disregard the difficulty they have. Our occupation is to assist them understand that except if they modify, disaster may hit them more challenging than they want.

Make Revenue Simple with Simplification and Visualization

When I demonstrate my income workflow chart to consumers, a single of the reactions I get is how challenging the product sales workflow chart looks. I prefer this response because it is easy to describe. After I tell them the sales steps are instantly processed with the drive of a button, they realize. They get enthusiastic when they comprehend that about 80 p.c of the revenue steps are computerized! It is the visualization that will help my prospects recognize how income automation and workflow can be successful.

Relating this simplification to activities and improved income potential makes my occupation less difficult. I’m always striving to uncover the visible case in point for simplification. Our potential clients can relate to visual illustrations and tales when we share them. In my circumstance, I usually share a tale of a single really satisfied client who employs workflow and revenue automation to execute what took him 4 hours of selling, in thirty minutes. This same consumer manages practically 10 times a lot more consumers than he did prior to. This tale and others bolster my believability and simplify my revenue remedy.