Too often, client purchases get decided on cost alone. Not only does this limit your profit potential, but it also means clients end up with less impactful products and may not return for future orders. The result? Poor customer satisfaction and missed opportunities to build solid customer relationships.

To prevent this from happening, you must educate clients on the value of the products and services you offer, rather than just their price. But how do you do that, exactly? Don’t worry: ASI supplier, DFS, is here to share easy strategies you can implement right away to better serve clients and secure higher-spend orders. Let's review how to attain and retain clients and give them a reason to choose you.

Tip #1: Seek to Understand Client Pain Points

One of the greatest values you can provide your clients isn’t about products at all – it’s about finding solutions for pain points they deal with or improving existing processes by saving time or cutting costs. Your clients may not even be aware of what solutions exist. This is where you can add value with your business expertise. For example, perhaps a local business is having a hard time gaining traction in the community and reaching local consumers. You could suggest they take advantage of DFS’ mailing services, such as list processing and Every Door Direct Mail^® — services they may have not even known existed.

If this is your first time working with a client, be sure to ask about previous challenges they’ve had in reaching their goals. Their answers will illuminate pain points they faced before, and you can make sure you address those issues so they feel confident working with you in the future.

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