Index, search, extract and view InDesign & Quark

OVERCOMING OBJECTIONS

Selling FlightCheck Professional v 6 is easy-

Just Overcome their Objections!

One of the main parts of any selling process if overcoming objections, which will almost

always come from any potential buyer. The beauty is with FlightCheck Professional v6, we can overcome most of the most common objections!

Generally speaking, it is best to keeep the advice, no matters whom they are, that EVERYONE should have a FlightCheck on their desktop- wether it is Designer or Professional, it simply in 9 out fo 10 times saves time and money and HELPS the user, from a designer to a manager and from a prepress operator to a sales rep- FlightCheck as a stand-alone application prelfighting 50+ file formats is the answer!

Now, how to maybe answer some of the more common objections:

Objection: We are careful here and do not need any extra preflight tools.

OVERCOMING the Objection: That is what one of our long-time users thought as well, until one Friday afternoon an RGB image snuck in right on the front page of a travel catalog- he cought FlightCheck the next monday and uses it on every job. EVERYONE has their monday mornings or their friday afternoons- FlightCheck makes things right.

Objection: We have an in-RIP preflight process.

OVERCOMING the Objection: In RIP preflighting is good for the last minute checks on the final PDF. This is good to use, but in-RIP preflight is normally limited and not specific, nor does it allow for direct user intervention. Preflight should be done at each stage of hand-off in the workflow, thus using FlightCheck before going to the RIP is the most often employed method. Having a built-in process in the RIP is only wise as well, but should not be see as true preflight.

Objection: I tried FlightCheck (Classic or Professional) in the past and it was too complicated for me.

OVERCOMING the Objection: FlightCheck has come a long way in its 10-years on the market. The current version, FlightCheck Professional v6 has several options for viewing. If the “main screen” was too much detail, please look at the first screen that comes up after a preflight session is completed- the “Results Windows.” This is in plain language and very easy to understand and extremely helpful- many will use only this window for preflighting!

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Objection: I do not need FlightCheck (from designer) for I do not make

mistakes- I am very careful.

OVERCOMING the Objection: Do you create everything only in-house, never getting artwork from outside? (If they do, then that is one overcoming point) But even if you make everything in-house, don’t you ever have “Monday mornings” or “Friday afternoons?” All it takes is one small, but nasty mistake to lose a customer. FlightCheck Professional is all about assisting you, being your friend- just like quality assurance on an assembly line, you just need it.

Objection: I do not need FlightCheck for I just use the build-in preflight tool from InDesign or Quark.

OVERCOMING the Objection: The latest versions of both InDesign and Quark do have limited preflight options build in, although they are far from perfect. They will for instance not check images linked to an in InDesign imported Illustrator file or even check fonts used in imported images. FlightCheck will perform a far more thourough check in which it includes ALL items used for that document.

More important is that these applications only check their own documents which results in the need to have all applications that your client might use present on your computer and making settings in each and every one of them. FlightCheck is able to read over 45 file formats without having the original application installed (stand-alone), making it easy for everyone (sales manager, account manager and prepress) that receives files to check them, see if it will cause problems in the workflow and act on it in a matter of seconds!

If the goal is to determine a ‘go’ or ‘no go’ for ALL incoming files; use FlightCheck For more info on the new FlightCheck, click here:
http://www.markzware.com/flightcheck_professional.

FlightCheck Professional v6

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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?