Nearly a decade ago, a company approached us looking for some material. They were looking for 1095 blue tempered .035 x ½ with a skived edge. They needed just a small amount, and we provided it to them. Over time, they kept coming back and ordering that same material, in the same dimensions and specifications. But something was different.
Even though it was the same company ordering and the same material, the orders were being shipped to different addresses. Sometimes they would go to the same address a couple of times and change, and other times an address would show up once and then I’d never see it again.
So at my next opportunity, I decided to ask...
What’s with the Changing Addresses?
Once the customer and I started talking, he let me know he was having a problem finding a stamper who could deliver the consistency he needed. He would start with a stamper who did it better than the previous one, but then all of sudden, that consistency would go out the window and he’d be back on the hunt for another stamper. And that’s why his purchase orders always had different addresses on them.
And then he asked...
Do you know of any stampers I could go with?
I happened to have another customer who does metal stamping. I had worked with the company and knew they took their commitment to quality and consistency seriously. I mean, they maintained one of the lowest DPPMs I’ve ever heard of. And to say they took pride in their work is an understatement.
So, I suggested that my customer with the blue tempered reach out to this other customer and see if they could be his new stamper.
Well, that customer did reach out to the stamper I recommended, and he was happy with the conversation they had. Even before he had materials sent over and products fabricated, he let me know he appreciated my help.
And you know what? I think that was the last time I ever spoke to him. But we’re still fulfilling his order of 1095 blue tempered .035 x ½ with a skived edge. In fact, the most recent order was 10x the weight of his orders from a decade ago. It seems like a great partnership that just keeps on getting better.
Mead Metals Takes a Consultative Approach to Sales
Sometimes, the best way to help a customer doesn’t have anything to do with making a sale. And at Mead Metals, we’re always focused on helping our customers in whatever way possible. Sometimes that means helping them find the best material for their projects. Other times, it may be providing them with high-quality material in an extremely tight tolerance. And other times still, the way we help might not have much to do with the material at all.
That’s kind of the beauty of taking a consultative approach to sales. We’re focused on listening to our customers and looking at the entirety of their project, not just their material needs.
But, of course, if you have material needs, we’re more than happy to help there too!