Customer Focus - Get Some
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By John Newland in Selling Published: Wednesday, 27 February 08 - 02:41 PM (GMT) Last Updated: Wednesday, 27 February 08 - 02:53 PM (GMT) |
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This is something that I will never be able to write about enough. I'd link to a bunch of marketing and sales gurus that say this all the time, but then this post would look like a link farm, because everybody talks about. Sadly, almost no one does it.
If you read as much about sales, marketing and personal development as I do, you will have noticed an interesting thing about customer focus. Where we once talked about merely "satisfying" the customer, everyone now talks about "delighting" the customer.
If you want your business to succeed and thrive, you need to think about your customer first, not what you want to do for them. What is the outcome that customer needs or wants? This is especially important with consulting or any other complex sale. Don't talk about your "patented 74 step process for selling greatness". That is "you" focused. Talk about the level of improvement in the skills and ability of the customers sales team, or the increase in sales for the company.
Do you do this in your business? Insert the outcome you want to acheive for the customer in the above sentence:
Bakery: Talk about the level of improvement in the pleasure their customers get from a flakier crust, or the increase in sales this causes for the bakery.
Auto Shop: Talk about the level of increase in happiness that their customers get from a bill slightly under the quote, and faster service, or the increase in referral business this causes for the shop.
Leave a comment with yours, so you can SERVE.
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