How Can You Transform Price into Value for Your Services? (Free Webinar Still Available On-Demand)
PHILADELPHIA—July 25, 2014—Are your customers just focused on price and not seeing the value of the products, services and solutions that your company provides? In the "Transforming Price into Value for Your Services" Webinar presented this week by Printing Impressions, and sponsored by Canon Solutions America, Barbara Pellow, group director at InfoTrends; and John Smilanich, national sales director of Milwaukee-based First Edge Solutions, shared their insight on what buyers want, how a company can translate its offerings into value delivered, and the importance of having meaningful value-based conversations.
Pellow presented some key findings from an InfoTrends survey that asked 1,000 print buyers how much of their print budgets are already under contract to an external print provider. The survey revealed that most outsourced work is under contract, and very little change to the status quo is expected. Pellow also pointed out ways that print providers can increase overall benefits or reduce overall costs to maximize a customer's delivered value. "Transforming from a vendor to a partner starts with a clear understanding of your clients/prospects and their business objectives," she said.
First Edge Solutions provides multi-channel marketing solutions, along with extensive printing and document management services. Smilanich noted that his company also created Black Canyon, a full-service advertising agency, in order provide clients with more elaborate and strategic concept development.
"At First Edge Solutions, we take sophisticated marketing and make it simple," he explained. "Selling is much harder if you can't articulate what you sell."
The more than 500 Webinar registrants reported positive feedback. Here are just a few of the comments:
"I enjoyed hearing the first-hand experience of building customer loyalty to shift business in new directions."
"Giving further consideration for what buyers want. This was helpful to stimulate that thought process."
"I found immense value in the whole presentation. The vendor versus partner topic was great."
"The information presented a different way of looking at what 'value' truly means—going far beyond a dollar amount and encompassing the entire customer experience. Although this is something I practice, it isn't something I have thought about."
Click here to register and watch the Webinar on-demand now.
