5. Communication Challenges
Customer
Service
Reduce
Expenses
Treat each customer
differently
Improve customer
loyalty and retention
Correct messages
reach the correct
customers at the
correct time
Maximize cross-
sell/up-sell
opportunities
Improve customer
loyalty and retention
Measure the
effectiveness and
ROI of marketing
campaigns
Control the costs of
customer
communications
Manage multiple
communications
channels
Improve
Revenue
6. The Change Constant
1995
E-Commerce
1994
The Web
1997
Content
Mgmt.
2000
One-to-One
X-Media
2002
Marketing
Analytics
2005
CRM Age of
Loyalty
2007
Social
Media
Cloud
Computing
2009 2010
Mobile
Marketing
2011
iPad/Tablet
Apps
8. What is your value beyond Print?
How can you help your clients’
succeed and grow?
9. Biz Development
“Want to buy
what I got?”
“I’ve got some ideas
to help you…”
Sales
Sales vs. Business Development
10. Consultative Selling Process
Seeks to uncover needsNeeds
Works as a partnerPartner
Provides win-win solutionsSolutions
Builds relationships, then salesRelationships
Adds value to clientValue
11. Consultative Approaches
Offers customer optionsFocus on Solutions
Provides value
See Clients’
Perspective
Maintains integrityProvides Counsel
Pro-active Listening
Learns about client
through questions
13. Why Business Development?
Value beyond hardware and software
Differentiate from competitors
Industry results – Production solutions
Biz Dev engagement drives volume growth
Biz Dev Focus
Marketing Strategy
Marketing Plan
Sales Training
Software
deployment
14. The Industry in Changing
Do you want to be part of their past?
Our goal is to help customers increase revenues develop high value applications Who are we? An independent , international management consulting firm. What do we do? Work to ignite business growth through digital technologies. What do we provide? Operational analysis, specialized sales and marketing support, strategic planning. As the independent 3 rd party consultants – real world experience Many of you know my background in printing for 35 years, and my team consists of 7other consultants in the US and the UK. Many won’t trust Xerox or GMC to do the type of work that needs to be done to support new sales and new revenue Our team has real world experience in their industries and can provide insight and knowledge to strategically support their goals
What your biggest challenge today? Your customers have challenges – most of their challenges – fall into 3 buckets Position your company, your products and services to solve their challenges – you can deliver solutions – will be valuable to your customers – position your company – new applications, higher profits Short presentation – power of Variable data Ask few of you to share – what industry your company is in What your biggest challenge from a sales/ marketing perspective is
All print is part of marketing communications – What trends have impacted marcom in last 15 years Social media has changed marketing and will continue to How many were on and using twitter 1 year ago? Today? Obama –campaign – unprecedented social media usage How many – didn’t know what twitter was before this year? NYT – quote – success of obama campaign – was they saw the power Understood you could use the web to lower the cost of building a political brand Create a sense of connection and engagement and dispense with command and control method of governing to allow people to self-organize and to do the work
How do you do it Your customers are faced with this reality They have to have branding, messages, content for all these channels What does it mean to you? Think of print as part of communication process – managing content repurpose it for different channels
Roger Business development Creates relationships and looks at ways to increase the value of the relationship amongst all parties Places the customer squarely at the center of everything a business does Sales and Biz Dev are two different things
Lois Their approach is from what is the value for the client? Talk about sales skills – approach Be a consultative – this is something where our team provides training – not going to happen in a day or two – vision needs to come from management team to create this as part of the culture of your organization Read slide Know you add value – help them measure results, ideas for improvement
Lois Sales approach – Consider – strategy for asking the right questions – make client feel comfortable sharing information People know when your motives are not true to them Conscious act – to put the customer first, w/integrity Convince others in your org to do the same Questioning/Listening skills Focuses on solutions, not products Offers options, lets client choose Avoids product based solutions Provides counsel vs. quick fix In this sales approach – change your focus Solutions, options for customer Takes longer Seen as providing advice – earned the right to do this
Lois– selling approached – for Print and most services 1. Commodity – where many in the industry are today – price is the primary factor for the client to make decision – ( roger add short perspective on why) 2. The next level is Transactional or project based – where you have a reputation for specific type of jobs, applications – reliable, consistent, many of you likely here with many of your client relationships 3. Consultative – some of you and some of your sales reps may be able to do this – be seen as experts who can help – you can work with clients at the beginning of a project to scope and provide value 4. Trusted Advisor – closely aligned with client to provide strategic input – one big distinction is the clients call you and ask for advice from a strategic perspective before or as they make decisions It take time and effort to develop your relationships to this level Now we are going dive into specific applications to consider for providing your clients value to build upon what the strategies we have been dsicussing around Trusted Advsior Introduce Brian Segnit to discuss the opportunity around photo books and we have a client here to share some case studies about their success w/photo books Transition to Brian
Business - tactical – features and capabilites – now more strategic – Tactical not enouugh
How can you be strategic – Fuji Film – Fuji xerox – offer strategic solutions- digital inadditional to consumables & plates Komori and Landa – global strategic partnership – komori to mfg and market new Landa HB -