When I ask many printers about their value proposition for their clients I’ll often get a response like this: we produce great quality print at competitive prices, supported with excellent customer service and fast delivery times.
Here is the problem. Everyone else is saying the same thing. So what they are really saying to their prospects is that they have ‘better sameness’. I imagine you can see that is not helpful positioning in a commodity marketplace where all your prospects are trying to buy on price.
Increase your profits by doing this
Each time I enter a new market, I always have the same realization. Business success is not a battle of products... it’s a battle of perceptions. The value is not necessarily in the product... it’s in the sales process. And the first two steps you have to complete before trying to sell is decide (a) who you are selling to and (b) what you are selling to them = your CSA / Value Proposition.
One of the main reasons companies are still creating growth in a recession is they have a well articulated value proposition for a well defined segment of the market. When you take time to work through some of tips below you will quickly develop a more compelling proposition for your target market.
Click HERE for all the best tips
Sales... Profit... & Cashflow Strategies For Printers
Nick Devine
Founder and Publisher
www.ThePrintCoach.com
www.PrintersProfitSystem.com
{ 1 comment… read it below or add one }
Dear Nick
Great job you are doing with your blog
Believes that Knowledge gives the edge to printers both now and at all times, thus i am naturally gravitating towards acquiring latest and best ways of doing business.
Rgds
Shola