We all exist in a hyper-connected and transparent business world. If customers aren’t sharing their positive experiences about you with others, something about what you do needs to change.
Although competition is ferocious and margins are being eroded, customers still and always will pay for value and quality service. In fact, as customers, we crave it. Couple that with convenience and you have a strong value proposition.
The most ineffective businesses commonly lack repeat customers. These salespeople are unaccommodating and the engagement process is transactional at best. Conversely, more successful companies employ methods that ensure they not only obtain a customer’s trust, but a commitment that inspires loyalty and repeat business. Despite what many people think, standing out in today’s market isn’t all that hard, given that the bar is set so low.
Meaningful interactions are hard to find, and so the companies willing to provide genuine customer service are standing out. You can effectively differentiate by doing the simple things that matter most—these are not at all that hard or expensive. Care about what you do and how you impact others. When you start caring and sharing value with customers you will find the market a lot more sympathetic to your demands.
When you stop seeing your customers as faceless numbers and start treating them as valuable assets over an extended period, they will see more value in you. This makes influencing and leading your customers to the benefits easier and more rewarding for all parties.
This is an excerpt from Trent’s latest book, OUTLAW: Fight for your Customers and Sell without Fear.
Trent Leyshan is the founder of sales training company BOOM! Sales and the author of Outlaw and The Naked Salesman.
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