Those of you who know me well, know that I am not someone who can sit and read a book just for "Leisure's Sake", like some mystery
novel or other form of fiction. It just is not me, I have to be doing something. If I am going to sit and "do nothing" I am watching a
movie or sporting event, usually with my "smart phone" in my right hand waiting for you to email me something really important! But when I do read, usually on a plane since my email is not available nor are any of the cool apps really available, I am reading business or more specifically sales oriented books. One of my favorite authors was introduced to me by our awesome rep in La Grange Illinois, Rick Tapio. That author is Jeffrey Gitomer. I read his latest book on my way back from the ASI show in Orlando, "21.5 Unbreakable Laws of Selling". One excerpt in particular struck a "nerve" for me. "Unbreakable Law #9", "Deliver Value First". The first thing that came to me, hey that is what we do, we "add value". Then I read the first page. He says, "Added Value" is usually some minor service or hard to define extra that the customer already EXPECTS or takes for granted anyway. In order for you to understand the word "value" as it relates to your ability to make a sale, put the word "perceived" in front of it.
IF YOU THINK IT'S VALUABLE AND YOUR CUSTOMER DOESN'T PERCEIVE IT'S VALUABLE, IT AIN'T VALUE".
Wow, what a slap in the face for me. How many times have we preached "Add Value" and earn more profit?
Your customer is looking to increase THEIR sales, THEIR customer loyalty, THEIR employee loyalty, THEIR productivity, THEIR morale, THEIR profit and to have no problems!
Ah, now I feel better, that is EXACTLY what WE do, we help them accomplish all of their basic NEEDS using the post POWERFUL advertising medium in the world, Promotional Products, Print and Multi-Media. We therefore earn more by helping our customer's accomplish those basic needs.
Now that I feel better about what we do, I can go back to work and feel good. I hope this helps you too! Let's Go Make more money than ever before in 2014!
Fred
If you need some "ammo" for your customer check out the information I found on ASICENTRAL.com. Yours to pass on to your customers looking for the real "facts" about how we can help them accomplish
THEIR goals.
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| ASI's Global Ad Impression Study 2013 |
Click on this image to download the 2013 Impressions Study PDF. It's FULL of some great stats and useful infographics you can share with your customers proving that ad specialties are one of the most high-impact, cost-effective ad mediums available!
