If you had to increase your prices 20 percent tomorrow, how would your customers react? After you absorbed unflattering comments and disappointment, your customers would buy fewer products, if they bought any at all. Beyond our industry, consider what we buy every day: clothing, footwear, housewares, electronics and so on. How would you feel the…
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Answer this. Believe your answer. You’ll be well on your way to defining your competitive advantage, your value proposition, and will become more successful at differentiating yourself and your company. You’ll be well on your way to moving away from the commodity business and being an innovative value creator. Describe your client’s life before they…
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Life has its ups and downs. We can all rejoice about the good things we have experienced in life. As a kid, you may have done special things in sports or celebrated academic accomplishments.
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Some of you may recall the classic characters Goofus and Gallant from Highlights Magazine for Children. As you might guess, Goofus did things wrong … and Gallant, as the name implies, was gallant and did things right.
If that’s your question, here’s the snarky answer: Because you allowed it. An even more indicting answer might be because you encouraged it.
So what is commoditization? It’s the process that your buyers followed to reduce their buying decision to the lowest common denominator, price.
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Do what you love and love what you do, and you will never work another day in your life.
If you read about people who have experienced massive success, you will find that they were passionate about their pursuit.
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Your customers buy emotionally, and justify it logically. If they are buying online or from the lowest-priced vendor that they can find, it means that feeling like a price-savvy shopper means more to them than how you make them feel.
There is no question that the subject of product safety and compliance has begun to be mainstream in the promotional products industry.
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If you don’t know why customers should choose to work with you over all of their other options, how in the world are they ever going to know? You need to know the answer to that and be able to articulate it, believe in it and live it. Here are six questions you need to answer and how to put those answers together to create your “value proposition.”
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The Internet, the obvious low barrier to entry, unskilled salespeople, the economy—each of these drive price wars and ultimately erode profits. Additionally, these issues relinquish control over to the client thus giving the client ultimate control to manage and drive the process. However, it doesn’t need to be that way. Choose to be different!
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