Are You Client Centric?

By Mike Philie
In July 31, 2008

Today's opportunities are about getting in the door and then getting into the game. It's about doing the research and developing a sales strategy that is right for your client and one that you can execute.

Most printing companies that I speak with talk about their products, their quality, service, etc. as the core of their strengths. While it's important to be able to deliver a good product it's even more important to be able to identify their customers challenges and the ways that you can help them improve. They don’t want to hear about all your "stuff" as much as they want to hear how you can help them achieve their goals using print. As a printer, your focus should transition from being product centric to client centric in order to be more effective in the marketplace.

Ask yourself “Why should this customer buy from me or even think about involving me in their buying process?” If you stumble at the answer, or talk about your presses you’re toast. Work to move your position from a "vendor" to a "trusted advisor" and watch your results improve!

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

Leave A Comment