The world of supplier offers has evolved significantly in recent decades. I receive high-quality offers monthly, which are composed with great care and attention to detail. The content is well described, including specific solutions, tools, and processes. It’s a great story that suppliers are proud of.
… Unfortunately, that’s often where things go wrong. All the good intentions expressed in the offer don’t come across with the same value and power to the customer. Acronyms of solutions, internal process descriptions, custom-made tools, etc., despite all the effort, it often doesn’t resonate with the recipient, the customer.
Get to know your customer, understand what’s valuable to them, and speak their language. By adapting your solution and offer to your customer’s communication style, you’ll see that they, the customer, will appreciate the offer and solution at the right value.
Is this topic of interest to you? Do you have relevant experiences, ideas, or a different opinion? I’d love to discuss them with you.