Why You Should Keep Your Name
Welcome to the Perception IS Reality blog. I promise you this will be a fun read each week. Will it always be comfortable? No. Will it always make you think—you bet. My goal is to help you realize that your brand of "offerings/services/name etc." are not determined by you, but are indeed determined by your prospects and customers. So here we go...
I was asked the other day in a phone interview this question: "Should printers change their names to reflect that they can do more things than print?" In other words, should you change your name to include something like "media, communications, marketing etc?" Here was my answer. It was not overly long. Ready? It was one word..."No!" You see, it makes no difference. You can change your name to whatever you want, and if you are not providing great content, value and consistent solutions to your customers, then the name dilemma is simply irrelevant.
For example, let's say you are a printer named Johnson Press (made this one up) and you offer great ideas that help your customers grow. If this is true, I promise you that they could care less, as could I or anyone else, what your name is. Let's contrast that with your being a long-term printing company and you change your name to Johnson Communications.
What are you gaining beyond your goal to "disassociate" yourself with the words print or press. What's in a name? A lot. It is your brand, your Differentiating Sales Factor and your DNA. It is a big world out there, and today's competition for printers is not just the guys down the street. It is different industries, online options and related industries to printing that now offer print services.
So, who does a buyer trust? That is what makes all the difference to today's most successful printing companies. They are out there. They are really busy. They are growing. They take time to plan. So, what's in a name? Whatever value you consistently bring day in and day out to your prospects and customers. Value does not mean dropping off donuts. That's lazy person sales, and a topic for another blog. So, what is your take? Agree or disagree? Does a printer's changing its name make a difference in the market? Why or why not? The best answer gets a free signed copy of my "Everyone Is in Sales" book. Good luck.
Ryan T. Sauers has spent 25 years leading and/or consulting with printing, graphics, promotional and visual communications related organizations. Ryan is President of the independent consulting firm, Sauers Consulting Strategies, founded in 2010.
Key areas of focus of the firm include: sales training, marketing strategy, personal branding, leadership development and organizational change.
Sauers is a frequent national speaker and columnist. He has been recognized as one of the top 80 CMOs in the world and achieved the top designation of Certified Marketing Executive through Sales and Marketing Executives International.
Sauers is an adjunct university professor teaching leadership and communication courses to current and aspiring leaders. He is a Certified Myers Briggs, DiSC and Emotional Intelligence Practitioner (one of few in US to achieve all 3 rigorous certifications related to human communications, personality & behavior).
Sauers is working on his Doctoral degree in Organizational Leadership and hosts a radio show in Atlanta (Marketing Matters). He is author of the best-selling books Everyone is in Sales and Would You Buy from You? More info at: RyanSauers.com