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Featured:     Printing Forecast 2018     European Coverage

Fall in Love with Your Customer's Problems

Published on February 2, 2017

Our market demands you to be more consultative with your customers so you can extend your value proposition beyond a commodity manufacturer. The best way to be a good consultant is to understand your customer's challenges. You have to dive in and fall in love with your customer's problems in order to build up that trusted partnership that is immune to competitive pricing pressures.

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Discussion

By Robert Godwin on Feb 02, 2017

Jen-
Excellent points across the board. Recommending a 'best practice' with the expertise to back it up is pure gold. The only sell in this regard is letting the customer know that you indeed have that particular expertise. That is the value proposition many printers could use.

Hate the snarky white board comments, though. It is just a distraction.

 

By Jennifer Matt on Feb 02, 2017

Robert,

Thanks for the feedback. When a printer has truly fallen in love with their customer's problems it shows up everywhere. Its all they talk about. Its who they are. You can't get them to shut up about it. Until they do this, they are searching for that thing that "defines" their value proposition.

Adding a little humor works for some, not all.

Jen

 

By Robert Godwin on Feb 02, 2017

I like humor...

 

By Brian Shipe on Feb 02, 2017

One man's snarky white board comments, is another man's break from the mundane. Not to say you're mundane Jennifer, but rather the juxtaposition you're presenting makes me laugh. It tells me that you're an "alternative thinker", you're going to challenge people to think differently and see an a different viewpoint - your body of work bears that out as well. That being said, there are certainly topics on the "gag" side of these presentations that could be a slippery slope.

 

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