At a private label cosmetics manufacturer, we often encountered customers focused on cutting costs. One customer aimed to launch a new line and wanted to save money by using cheaper ingredients and skimping on quality initiatives. I shared an experience where a similar approach led to complaints and costly recalls. The initial savings weren't worth the damage to their brand reputation. We advised the customer to invest in high-quality ingredients and thorough testing. After launch, their products received glowing reviews for effectiveness and safety, leading to higher sales. They realised that prioritising quality builds loyalty and prevents costly issues, making it a strategic investment for long-term profitability.

Una de las estrategias de venta más efectiva es usar los beneficios para construir deseos. Vende los beneficios, no las características. La mayoría de los ejecutivos y empresas venden sus productos y servicios enfocándose en sus características. Pero hoy, esto ya no es suficiente. Empieza por destacar las ventajas competitivas más fuertes de tu producto, aquellas que tranquilicen a tus clientes, les transmitan serenidad y alivien sus preocupaciones. Vender utilizando estrategias para el producto basadas en sus beneficios significa que estás siendo transparente con tus clientes. Eso es, exactamente, lo que ellos quieren, las personas están buscando una solución para satisfacer sus necesidades.

When clients are focused on cutting costs, it’s crucial to frame quality initiatives as a way to remove waste rather than adding complexity. Quality, in my view, is about eliminating inefficiencies, streamlining processes, and improving productivity. By focusing on reducing waste—whether it's in time, materials, or resources—you’re not just improving the final product but actually cutting costs in the long run. Quality initiatives become a strategic investment, yielding leaner operations and greater value for the same or even reduced expense.

There is no contradiction between quality and cost reduction if you fully comprehend the concept of COPQ or cost of poor quality. When stakeholders are clear about consequences of poor quality in terms of financial loss, they will be more likely to care for high quality products and services.

Para convencer clientes focados em cortar custos sobre o valor das iniciativas de qualidade, destaco como a qualidade reduz retrabalhos, devolu??es e falhas, gerando economia a longo prazo. Apresento dados concretos que mostram o impacto positivo na satisfa??o do cliente e reten??o. Explico que produtos ou servi?os de alta qualidade melhoram a reputa??o, evitando custos com suporte e corre??es. Além disso, demonstro que iniciativas de qualidade podem otimizar processos e aumentar a eficiência, resultando em um custo-benefício mais sustentável.