3 Reasons Why Selling on Customer Service is a Bad Idea
Far too many printing companies say that their customer service is what sets them apart
More than 90% of printing companies that approached me over my years as a buyer made their customer service a major part of their sales pitch. I always ignored this part of their sales message. They were wasting their breath at this point.
Here are three reasons why they should have avoided this topic:
Customer service is often not as good as a company thinks
80% of companies think they offer above average customer service, but only 11% of people think they receive above average customer service.
Good customer service is no longer enough. If you want your customers to be really impressed, you need to offer truly exceptional customer service. Few companies achieve anything this memorable. Even if you do achieve this, remember the next point.
Everyone else is offering good customer service
Nearly every other printing company is saying the same thing. Buyers are used to hearing this message. It doesn’t make you stand out from the competition. And, remember, just because everybody else is doing it, it doesn’t mean you should as well. There’s one other point you should take note of.
Buyers expect good customer service
These days, your customers take good customer service as a given. Hearing the good customer service message is about as exciting as hearing that you put ink on paper.
Please do one thing for me today
Review all your sales and marketing messages and material. Remove all references to customer service. Replace it with something a buyer will want to hear.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."