Lowest Price is What Matters Right? No. Sell VALUE!
This is a podcast interview we did with ASI (Advertising Specialty Institute) a few months back. It discusses why price is a factor in all we do but value makes all the difference.
Today's, focus will be on print buyers. One thing has become clear to me, after having time with print buyers across the country. They do not care! So, you are thinking, “Ryan, what don’t they care about?” Good question. Well, first there is no (for the most part) full-time print buyer in today’s world. There are people, such as a communications manager or a marketing director, who oversee this responsibility among many other duties. And, they see printing as a necessary evil. This means one more thing they have to handle and get done. Second, many have come to view…
This is an open letter LeBron James style that I am writing through this post. LeBron chose Sports Illustrated a few months back and my choice was first LinkedIn but now here again here in my Blog. You see this title and know it is true. You tell me this all over the country. You see, in 2014, sales is quite simple. It all comes down to who has the lowest price. If you get your pricing tight, then you have a chance of winning some business. If you cannot do this, then buyers will not consider you. It is…
It seems that nearly every week a printing or promotional company tells me the people they are calling on do not return messages. I hear this from sales staff, as well as executives and/or ownership. But the same people complaining—oftentimes executives—are usually not good at getting back to the salespersons who are calling on them. I hear executives say, "Put them in voice mail—it is a salesperson, right?" Also, they may instruct the receptionist to tell the caller they are in a meeting. Or they simply have the salesperson leave voice mail after voice mail, without ever responding.This is not good.…