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Could you pass a test about all of the capabilities and services that we can offer your business?[/caption]
Would our customers get a passing grade if we tested them on our capabilities?
First let me say, it is OUR responsibility to make sure that our customers understand the full range of capabilities and resources that we can make available to them – and that we are constantly sharing samples, case histories and stories about how we can help them to build their business, increase their revenues, and represent their brand with confidence.
In a recent sales meeting, I asked our team - would our customers get a passing grade if we tested them on our capabilities? I’ll give our team credit: They didn’t start firing back defensive tirades about how well their particular customers would score. Instead, I could see them all kind of sit back in their chairs and really think about how they/we represent ourselves to our customers. We do a great job for our customers, but often times – are we really just taking orders?
That same week, we did a BIG job for a customer that we hadn’t done business with in some time. Our team did a great job, if I say so myself. As a follow-up, I called the customer to thanked them for the business. In our discussion, I mentioned some additional types of services that we could possibly help them with, in support of the job that we had just completed. Her response … I didn’t know that you did all those things. Yikes! The customer would have received a bad grade on the test I mentioned earlier, and WE are the ones to blame.
We offer many great services and capabilities at AlphaGraphics … because we can! However, the way that we can really help our customers, is by teaming with them to plan, develop and produce effective business and marketing communications. As I said earlier, we need to make sure that our customers understand the full range of capabilities and resources that we can make available to them – and that we are constantly sharing samples, case histories and stories about how we can help them to build their business, increase their revenues, and represent their brand with confidence. Is that true in your business?
Would our customers get a passing grade if you tested them on your capabilities?
In a business like ours, we are often judged by deliverables as opposed to results. By positioning our complete capabilities and resources at the disposal of our customers, we help them to inform, involve, impress, and inspire their audience, and we can partner with them to build their brand, increase their ROI, and achieve their goals - all with measurable results that drive them forward. But it all starts with the understanding that … it is OUR responsibility to make sure that our customers understand the full range of capabilities and resources that we can make available to them – and that we are constantly sharing samples, case histories and stories about how we can help them to build their business, increase their revenues, and represent their brand with confidence.