FlightCheck sales guide intro
——
GETTING THEM INTERESTED!
How do you qualify potential customers?
As mentioned at the start, basically anyone in Graphic Arts could and really SHOULD use FlightCheck Professional. This is an important attitude to have- the “everyone needs this” and you can tell them why:
Why would you want to scan through the digital pages of a manual, book, brochure or advertisement when you can preflight it (like an x-ray machine) with FlightCheck?
The basic way to get them interested is of course first ask:
“What do you use for preflighting?”
The responses can of course be numerous, but, generally NOTHING replaces FlightCheck! (See Page 7 for “Overcoming common Objections”). Yet you can break down the common answers to such a leading question into two sorts:
1) People that want to talk and acknowledge their preflight problems
2) People that, for whatever reason, want to hide their preflight issues
For group 1, those that admit they have preflight issues, you will want to basically let them do the talking (like in any sales process). Get info on their workflow, so that you can beter understand the broader picture (They like that), even though, 9 out of 10 times the answers is the same- they need FlightCheck! Here are some good leading questions to keep those that show an intial interest in FlightCheck talking (broken into what category they call into):
PRINTERS/PSP- Print Service Providers:
* What sort of files do you get in to print? (Only PDF or other, source files, like Quark or InDesign?)
(What percentage of PDF’s have preflight issues?)
* What is your biggest preflight issues you face? (And confirm how FlightCheck can solve this. Most of the time it can!)
* Do you charge your customers for fixing their bad files? (They, the customers, should also be encouraged to preflight.)
PUBLISHERS/ Ad-intake
* What file formats do you get in as adverts? (Only PDF or other files as well)
* What percentage of the in-coming adverts have preflight issues? (Any percentage is a bad percentage!)
* What are your top preflight issues or problems? (FlightCheck can solve them- tell.show them how.)
* Would FlightCheck Online be interesting as (FlightCheck Online can often be part of the solution,
well as the desktop version? BUT, that does not replace desktop preflighting or FCPro as well.)
ADVERTISING STUDIOS/Designers, layout artisits, etc
* Do you work with multile file formats?
* What issues are you facing in making PDF’s
* What quality or preflight issues would you like to be warned about?