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Sean Norris
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Instead of price, focus on solving problems. Emmer recommended researching a prospect's needs, whether it's sales, customer loyalty, employee retention or something else, and finding a way to meet those needs. "[If] you position yourself as an asset to your client that works to bring about the specific outcome the client wants, they will continue to work with you long-term," he noted.
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Sean Norris
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Sean Norris is editor-in-chief for Promo Marketing. Reach him at snorris@napco.com.
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