The probability that you will earn a customer’s business increases significantly when you’ve discovered why their stated need is important to them. Does your proposal resolve a problem that helps the customer grow sales or reduce cost? These two alternative goals are really the fundamental choices faced by every business. Whether you provide a product or a service, its value to your customer depends on their goals, and their strategies to achieve them. So what …
Customers care only about the value you offer them. They ask about your products or services because it’s easier for them to evaluate your offering versus others in terms of features, functions and price. But what they’re really assessing is the value your offering could produce for them. How easy you make it for them to discover this value determines your success in earning their business. Before responding in detail to product and service inquiries, …
Empowering Your People To Create Value In today’s economy, we are evermore dependent on technology to accelerate responsiveness, increase productivity and enhance service. Yet as our dependence on technology grows, so does our thirst for human connection. This phenomenon is called the “High Tech-High Touch” trend, first described in the early 1980s by John Naisbitt in his book MegaTrends. Just recall a time when you had a crisis or critical question, but could not connect …
