- Fully Promoted Member Exclusive
- Recorded Zoom Workshops & Key Takeaways
- September 29, 2025
Fully Promoted Exclusive: Selling the Value, Not the Product
Buyers often think promo and print are all about price—but you know better. In this Fully Promoted Exclusive replay, Bill Farquharson and fellow members share how to reframe the sales conversation around value. From presenting yourself as a solutions provider to highlighting speed, service, and relationships, you’ll hear practical ways to separate yourself from the “cheapest option” trap. Real-world stories and strategies show how to prove your worth, build trust, and win business by selling outcomes, not just stuff.
Key Takeaways
- Lead with value statements: Describe your work as helping clients “find their customers” or “attract, retain, and engage”—not just providing products.
- Be a solutions provider: Frame your role as a problem solver and trusted partner, not just a vendor.
- Communicate relentlessly: Quick responses, proactive updates, and accessibility are huge differentiators.
- Relationship-building matters: Strong client bonds and personal touches build loyalty that outlasts mistakes.
- Shift the price conversation: Acknowledge that cheaper options exist, then explain why clients stay for service, creativity, and reliability.
- Spend their money like it’s yours: Recommend the right-fit solution, even if it means directing them elsewhere for certain products—credibility wins referrals.
- Ask deeper questions: Learn the story behind the job and uncover the true objective before quoting.
- Segment your sales strategies: Tailor outreach by verticals (events, employee recognition, trade shows) for sharper positioning.
Watch the Replay
Watch the replay now and learn how to sell the creativity, solutions, and expertise that make you invaluable. Apply these techniques to shift the conversation from price to value—and position yourself as the obvious choice for long-term partnerships.
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