Technology can be better at delivering value than humans FOR CERTAIN products and services. I’m frustrated by bookstores now because Amazon has trained me to expect an unlimited inventory. A segment of print products is better suited for technology based order entry than full service human based ordering.
Its good to step back and check your filter settings: are you looking for new opportunities or are you looking for reasons things won’t work? Your focus makes all the difference. You and I can look at the same thing and one of us can see opportunity while the other only sees obstacles.
Consultative selling means you provide value no matter what the outcome of the process is – yes, you leave value on the table and the prospect gets to move forward with it. Don’t let this deter you – holding back will cause way more harm.
A business model defines the relationship between you and your partners. Step back from your focus on price and consider whether the underlying business model is in conflict or alignment with your business objectives. Alignment can make all the difference.
Labels are powerful. I suggest we move away from the term “web to print” and start using Print E-Commerce as it better describes HOW and WHERE the transaction between print customer and print provider is moving.