Every now and then we need to stop and think about why a customer buys from us. Is it our personality? Our sense of humor? Our ideas? Our attention to detail? Our product?
We all make assumptions as to why we're in business, but it's critical we know what really is special and what is not so special about our product, company, brand or people.
Typical assumptions are:
Our people
Our pricing
Our tradition/reputation
Our location (convenience)
Next time you talk to a prospect or a client, observe what excites them, what draws them near you. That very well may be what they really value from you. The rest of the stuff doesn't matter.
What do you have, or do, that your clients are happy to pay you for?
Barry LaBov
LaBov & Beyond
www.labov.com
LaBov Sales Channel
PB&J Newsletter
Friday, July 23, 2010
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