Trendspotting: Be seen with "green".

 
EB Image sample eco binder: style and sustainability in one solution.

You've embraced the 3 R's and they've become your corporate mantra. You reduce, re-use and recycle well pretty much everything - yes everything. Here's one more way to strut your carbon footprint reduction; with a stand out ECO presentation solution. 

If you're like most companies you no longer produce a bound catalogue, you've moved your solutions on-line. While this saves a ton of paper you may be missing out on sales opportunities. A well styled eco binder can house your top sellers so they're always at your customer's fingertips for them to review and show their customers! Not to mention, any new products/services you add can simply go into the binder without a costly and wasteful full reprint.

Say good-bye to reams and reams of paper waste! Now that's using your noggin - and showing your customers you care about them and the environment!

Bob knew his product inside and out. He took pride in the fact that you could ask him anything and he could give you an answer. Furthermore, Bob had crafted a fine pitch making sure he pinpointed all of the key benefits. So why were Bob's sales mediocre at best? Bob was forgetting one very important component - his client.

We've all hear the term WIIFM - what's in it for me and this is oh so true. We are much more receptive when we feel someone is speaking our language and really "gets us". Never underestimate the power of empathy. Empathy is the ability to perceive other's emotions and thoughts. Rather than simply listening to the words that are spoken we truly hear what's behind those words.

To move from a product pusher to a trusted solution provider you need to be able to take your experience and your pitch and "mass customize" it for your audience (i.e. your customer/potential customer). A good way to do this is think about what matters most to your customer. How do they measure success? If they're in operations it's about outputs, sales - revenue, marketing - leads and conversions. Now that's how they measure success, what about their organization. What's the culture? Are they innovation focused, customer centric - you get the idea. Your buyer needs to be concerned with both, you should be too.
So before you go running out the door on your next call, take five to ten minutes and step into your customers shoes. 

Write down what you think will matter most and figure out how to make the connection to your product/service. And finally be prepared to "hear" what they're really saying by engaging all of your senses. Based on this winning formula, there's a high probability you'll begin to develop clients for life.

Management Graphics Inc (mgi) - specialty presentation binder project

About MGI: Management Graphics is one of the GTA's leading graphic design and short run print shops. With an impressive array of design, prepress and inkjet equipment, they specialize in both design and execution of print and graphics, display materials, trade show booths, signage and showroom environments. They also offer a complete turnkey service from design to large format printing, accompanying fixtures and on-site setup.

The need: A large Canadian Caterpillar dealership was submitting a bid on earth moving equipment for an Ontario gold mine project. With millions of revenue dollars at stake, George Klein, owner of mgi was asked to develop the best presentation materials possible, to 'dress up' the overall package. 

The bid package involved hundreds of pages of documentation and needed to be organized in an attractive, user friendly format that complimented the high performance nature of the expensive equipment on offer.

George had a clear focus of how he wanted the final product to appear. He worked with the designers at eb image products to create an attractive presentation piece that would 'wow' the end user.

The Solution: Elegant trifold portfolio binder in dull leatherette fabric with gold filled deboss branding and icons; soft-touch padded covers with gold toned rings and corner hardware; a set of gold index tabs to complete the 'golden' successful look.

George's comments: "My client called on us to develop a 'winning' design for this most important bid. Everyone's credibility was at stake and the time lines were extremely short. Not only did the packaging have to look great, it had to be designed and produced within 10 working days without fail. eb image really came through in the crunch! My client was pleased with the results and even more so when they were chosen as the successful bidder! Thank you eb image and the capable people who made the effort to get this done on spec., on time and on budget".

If you have a story about ebimage you'd like to share and would like to feature your business in this section of our monthly newsletter, contact ebimage and detail how they were able to help you and your business.