Impact Your Client

By Mike Philie
In July 10, 2013

How does your service, attention to detail, your interest in your clients business and what you do every day impact your client? I would wager that it’s more than you might think. Being able to properly articulate what you have done is the catch and getting the client to acknowledge your contribution can put you over the top.

So how do you start? Begin by looking at the issues you may be solving for your clients. Faster turnarounds, driving costs out of their process (this is different than lowering your price!), bringing a new idea to market, allowing their production lines to operate effectively with just in time products, and what else? What are they able to do that they couldn’t do without your contribution? Not sure, ask them! Not in a corny or bold manner but in a business-like conversation ask them about the contributions that your firm has made to their progress in the markets they serve. Another way to learn more about these issues is through client surveys but I still think the best way for your key clients is to just ask them!

Take what you can learn from their feedback and put them to work in differentiating yourself in the marketplace. Sure, you may deliver printed products but the what you do is you solve their issues. Quality, service and price – those are table stakes in today’s market and everyone says they have the best at all three anyway. Talk about what you do for your clients, your contributions, your impact and why these smart folks keep coming back to work with you time after time.

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