Connect the Dots

By Mike Philie
In May 30, 2008

Are you ready, willing and able to close the next account? What if it meant making a presentation to your clients’ senior staff and outlining the reasons why they should choose you and not your two other competitors?

You have been given the opportunity to meet with the “decision makers” and make your case for getting the work. All you have to do is convince them that your firm can not only print their work to their specs, but can actually help them by becoming an extension of their efforts and helping them to reach their print related goals.

They don’t want to hear about your latest greatest technology. They don’t care how much ‘stuff’ you have. They want to hear how this technology and ‘stuff’ can be applied to help them achieve what they are looking for. How can you use what you have to help them save or make money? How can you make it easier for them to order, track and pay for their printing?

Ask questions and work to connect the dots between what you can offer and what they need. This connection becomes the pathway to a stronger position with your client.

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.

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