Four Ways to Make Your Company Stand Out from the Competition
Why should buyers choose your company?
Over my buying career, over 98 percent of sales messages that I received from printing companies sounded pretty much the same. That means many buyers will simply choose the cheapest price. They can’t find any other way to differentiate between suppliers.
It’s vital to tell prospects how you stand out from the competition
It’s the key to getting a prospect to choose you, even if you don’t have the cheapest price.
The trouble is that most companies claim it’s their service or quality that sets them apart. However, if everyone says this they can’t all be right! Here are four other ways in which you might stand out. They will all work better with buyers:
- Market specialization
- Results achieved for clients
- Unusual products
- Your own processes that make the client’s life easier
Did you notice the one thing in common with all these differences?
They are not about print. Instead they are all things that matter to the customer.
People will choose your company if you focus on them, not you!
P.S. Find out an effective three-step system to create difference at my How To Stop Buyers Choosing On Price live workshop at GRAPH EXPO on Monday, Sept. 14. Reserve your place and take advantage of the early bird price offer here: http://profitableprintrelationships.com/ge15/
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."