Where There Is a Will, There Is a Way

Hello PI World!

I read the blogs here and it’s always interesting to me, as a Print Buyer and Print BUYERologist, what the sales folk have to say about us, how we think, and what our motives are—from we only care about price, to we don’t care about anything. Admittedly there is reality in much of what you have to say.

On the flip side, I hear from my peers that every pitch they receive is based upon better price, better quality, and better service than the other shop. More often than not, the result is buyers lumping you all into a pool and not giving many the time to have a real discussion about needs.

So, I’m wondering if we can try an experiment here...keeping price, quality and service out of the equation and, using only “I will” statements—how would you communicate your value to a prospective client?