Do you really know your clients?
It may sound like kind of an odd question, but think about it. Do you really know your customer? Do you know what they need, how they need it and how often? Do you know who they deal with, who their competition is, how much their profit margin is, etc? Without the answers to most, if not all of these questions and others how can you really provide a "service" to your client?
Get to know your customer - no really get to know them:
Most people think that getting to know their customer means knowing their name when they call, and what their favorite baseball team is (or insert any sport). Sure, this is a start, but you need to take the person out of the equation and think about the company as a whole. Just knowing Joe/Mary the sales person and what they like won't give you long term investment in that company.
You need to do your research, ask the tough questions and understand what it is you can do for your client in order to really provide them with a solution and not just another product or service. Lets face it, you aren't the only one they can go to and if Acme Corp down the street starts selling for less then you what stops them from going? If you've proven your worth and given them a solution, the thought won't even cross their mind to move away.
But I don't have the time to do the research!
Do you have the time to find a new client when they go away? Do you have the time to invest on competing with other quotes when they start shopping around? You need to make the time and invest into your clients, just as they are investing in you. If you personally don't have the time, then get one of your best employees, or hire a person you know can take on the task and inform you. Sure it may cost you a little, but in the long run you'll be able to sit down with the president of that company and tell them "they can't offer what I can, and I'm not just talking about my products and services".
It's not just about price - despite what you might think!
Even with online shopping so easy and competition becoming tighter and tighter, service, quality and attention to detail are important. Think about the last time you had a nice experience with a company and really felt like they paid attention to you. You probably told a few people about it and were somewhat surprised and pleased with the experience. So why not give that to your clients, and make sure you understand their needs and wants. That could mean the difference between competing with the competition and out performing the competition.
Remember: Quantity is only as good as the quality that's being produced
--------------
Ignite MediaLLC, Ignite Your Site™
http://www.ignite-media.com/
Website Design & Development eCommerce Development Search Engine Optimization
Website Packages Now Available!
Get to know your customer - no really get to know them:
Most people think that getting to know their customer means knowing their name when they call, and what their favorite baseball team is (or insert any sport). Sure, this is a start, but you need to take the person out of the equation and think about the company as a whole. Just knowing Joe/Mary the sales person and what they like won't give you long term investment in that company.
You need to do your research, ask the tough questions and understand what it is you can do for your client in order to really provide them with a solution and not just another product or service. Lets face it, you aren't the only one they can go to and if Acme Corp down the street starts selling for less then you what stops them from going? If you've proven your worth and given them a solution, the thought won't even cross their mind to move away.
But I don't have the time to do the research!
Do you have the time to find a new client when they go away? Do you have the time to invest on competing with other quotes when they start shopping around? You need to make the time and invest into your clients, just as they are investing in you. If you personally don't have the time, then get one of your best employees, or hire a person you know can take on the task and inform you. Sure it may cost you a little, but in the long run you'll be able to sit down with the president of that company and tell them "they can't offer what I can, and I'm not just talking about my products and services".
It's not just about price - despite what you might think!
Even with online shopping so easy and competition becoming tighter and tighter, service, quality and attention to detail are important. Think about the last time you had a nice experience with a company and really felt like they paid attention to you. You probably told a few people about it and were somewhat surprised and pleased with the experience. So why not give that to your clients, and make sure you understand their needs and wants. That could mean the difference between competing with the competition and out performing the competition.
Remember: Quantity is only as good as the quality that's being produced
--------------
Ignite MediaLLC, Ignite Your Site™
http://www.ignite-media.com/
Website Design & Development eCommerce Development Search Engine Optimization
Website Packages Now Available!
Labels: differentiate, small business, tips
posted by Ignite Media LLC at
Monday, February 23, 2009
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