Before you get close to making a decision to purchase an inkjet press, it is important to make sure that your largest customers are supportive and see value in an inkjet solution. Don't wait to approach them until after you've made the purchase. When your largest customers embrace and begin using the solution, it can serve as a catalyst for your sales reps to enthusiastically approach other customers. In the early phases of selling inkjet, it is helpful to have a team-selling approach to establish a comfort level with the sales representative and the customer. Making production staff, prepress technicians, and even operators part of the sales effort has proven effective for some early adopters.