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| How many times have you heard the pitch “we are the best, biggest, fastest growing and so on?” |
Ever hear these and think….
“We work with over 75 of the FTSE 100 companies”
So your big clients get the A teams and I will be left with the B or even C team!
“We are the market leader”
Hmmm so big, but will I get any attention? Or will I be better off with a smaller specialist that will really respect my business and work hard to keep me?
“We have won awards”
Never trust a firm which chases awards instead of putting clients first in their priority list
“Here is our brilliant approach to strategy/leadership/finance/marketing”
Great, when do we start talking about me and my needs!
“We work directly with all leading manufacturers”
Well done, so keeping them all happy is your main priority.
These statements sound nice, maybe slightly compelling, but they need to be translated to ‘what’ and ‘how’ you will aid your customer/prospect to become meaningful.
Talk about your client, ask smart questions and demonstrate you are interested and hungry for their business. By asking insightful questions you reveal your capability far better than by boasting about them. Remember: to motivate buyers, describe your products and services in terms of the benefits they provide the customer. Buyers are motivated only by benefits (e.g. convenience, status, time savings, problem solving, cost reduction, profit earning etc)
People naturally want to talk about their favourite subject – themselves. Use this to your advantage and get the prospect to talk about their favourite subject – themselves. You will build rapport and credibility faster than you will by boasting and if handled effectively, you will learn more about their motives and how best to help them whilst securing the business you desire.
Here are some boasting statements from Eagle, but backed up with real benefits.
Eagle provides everything required for the on-demand plastic card issuer:
Partnering with a single source solution provider results in less purchase order raising, fewer invoices to administer, less payments and bank charges, fewer deliveries received and less time calling around so you can focus on developing your business. Efficiency saves time and makes money.
Eagle provides high quality compatible ribbons and original manufacturer own brand:
It’s all about providing you choice.
The global compatible industry is reported to be valued at $450billion (900 times larger than the desktop card printer market), and is a sure sign that demand for lower cost alternative products is there. If you want to save money and /or permit your organisation to compete and profit in areas previously exempt, Plus-Ribbon, Plus-Card and Plus-Clean will help.
Trade Sales Only
Quite simply, we’re safe to work with. You can be open, safe in the knowledge our success is based on your success so we have every motivation to assist your needs and in an open honest forum.
Plain wrap shipments
Imagine the benefits of not having to tie up cash-flow in stock, especially if you operate in and out of overdraft.
Most of our orders are despatched the same day so your customer receives an impressive fast service, you reduce delivery costs (just two per week can be as much as £1000 saved per year). Or you gain a competitive price advantage by not having to charge on two delivery fees.
You and/or your staff save time not checking in goods, raising paperwork and re-packing. Space saving could also be factored in!
For the eco conscious, less deliveries, packaging and paperwork is also better on the environment.
Order confirmation by email
As soon as your order is processed and despatched, you receive an automated confirmation email. Prefect for keeping you informed and when using plain wrap, you now when to send your invoice(s).
Inclusive Card Printer Support (to you and your customers)
Nothing mechanical is infallible so with a free outsource support solution; Eagle Technicians become an extension of your team. Ensuring you and your customers are satisfied and issuing cards quickly protects your profits by reducing after-sales costs and limiting disruption to your development focus.
In short, we’re back to profit management with efficiency. Saving time and saving money makes and protects profits.
Inclusive Onsite Warranty on many of Eagle’s card printers
Similar to the one above, but with even greater protection! Eagle Onsite is almost 5 years old and supported by a network of qualified engineers across the UK and Ireland.
Onsite is a major value add to your sales presentation and almost always helps you to win the order(s). Furthermore, you get to up-sale onsite warranty extensions which can increase the profit in the original order by as much as 40%. When a customer is in buying mode, max it!
Website Comfort (Complete-ID) from only £797 per year all in! >>>
It’s not just about selling online; it’s about professionally displaying your business.
With tens of hundreds of card printers, ribbons, plastic cards and badge accessorises, staying ahead and up-to-date can be costly and very time consuming.
An Eagle website hosted and totally customised to your business covers all these areas simply. Eagle’s own website with over 2000 web pages is up-dated daily. With special hidden links, each and every time we make an up-date, your Complete-ID website up-dates automatically. You never need to worry about product management and many of your items enjoy video demonstrations and downloadable datasheets. You can also accept orders online via a variety of methods, and you manage selling your prices.
We have a number of customers profiting well from a professional website. Naturally a successful website still requires business promotion, but having one you are proud to flaunt is a great leap.
So remember, brag and be proud by all means, but associate them with meaningful examples and demonstrate how they will help your customers. Do that, and you increase your order receipt chances immensely.
Published by Chris Rayner – Eagle Technologies Ltd
www.EagleTechnologies.co.uk
Tel: +44 (0) 1344 303 700
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Eagle Technologies Ltd is an international wholesaler and manufacturer of Card ID Printers/Systems, consumables, plastic cards and general badge accessories.
Eagle Technologies Ltd is located in the UK, Europe and USA and specialise in providing superior product and support via value add resellers, system integrators and ID Agents.
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