IPMA 2010: A Hot Time in New Mexico
Farquharson listed three reasons customers buy from you:
- Your raw sales ability, including customer service and trust.
- Your knowledge of your own products and services.
- Your knowledge of your customers' challenges.
"All three of these are within your ability to change," he noted.
On the other hand, a sure way to lose customers is to let them feel you don't care about them. To avoid this, he advised, make no assumptions, constantly challenge the status quo, anticipate the customer's next move and act as if you are only as good as the last job you delivered. Show appreciation for each and every order.
Bob has served as editor of In-plant Impressions since October of 1994. Prior to that he served for three years as managing editor of Printing Impressions, a commercial printing publication. Mr. Neubauer is very active in the U.S. in-plant industry. He attends all the major in-plant conferences and has visited more than 180 in-plant operations around the world. He has given presentations to numerous in-plant groups in the U.S., Canada and Australia, including the Association of College and University Printers and the In-plant Printing and Mailing Association. He also coordinates the annual In-Print contest, co-sponsored by IPMA and In-plant Impressions.
