Move off of the Product

By Mike Philie
In July 10, 2009

I know that most commercial printers produce brochures, catalogs, direct mail and the like. And I know that they all do it the fastest with the highest level of quality and service. I hear you. The problems lies in that the prospects and clients hear you too and most printers sound alike. Move off of the product pitch. What do the products that you produce do for a client's business? What goals do you help them to accomplish? How does your quality and service impact their business? Not sure? Maybe it's time to ask them. 

More and more clients are less interested in what you have or what you can produce vs. learning about how what you have and what you can produce is going to make a difference to their business. Remember, clients don't buy print just to have more print. Find out what they do with print and help them find ways to do it better.
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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