Selling to Customer Needs

Many of you have asked about the best way to use unique digital materials to increase your printing sales. You not only wanted the product, you needed to know how to use it to grow your business. That got us thinking: As business owners and professionals, isn’t that the question all of us are constantly either asking or hoping to answer?

We all want to sell to the customer’s need. And a customer need is not a product or service, it’s how we can help them get the job done. For example, was the job completed on time and on budget, did the end product exceed quality expectations, and did my suppliers support me like a partner?

According to the legendary Zig Ziglar, we should “Stop selling. Start helping.” Here are some great questions for determining the customer’s needs:

• What is the biggest challenge you are facing right now?
• What is costing your business time/money/resources?
• What do you look for in the companies you do business with?

If we haven’t had the opportunity to speak with you lately, please let us know what we can do to make your job easier and more successful. How can we assist you in offering new or better material options to your customers? Masterpiece Graphix is here to help. Contact us today.