 Add
Value First, Reap Value Later
I
was teaching about customer intimacy and loyalty when
one participant asked, ‘What if your competitor
has already built a close relationship with a customer,
and you want to get inside?’
I replied, ‘Add value first. You will
reap value later.’
How can you help prospective customers right now –
even before they become your paying customers?
Can you send articles of interest with your namecard
attached? Could you make practical suggestions to help
them serve their customers better? Can you
provide insight about developments in your industry
that may soon impact theirs? Could you write notes of
congratulations when they succeed in a major project
or undertaking?
If you add value high enough or long enough, eventually
you will get a piece of your prospect’s business.
It may not be a big piece, but it will be a start. Do
a fabulous job delivering that first piece of business
and more work will surely follow.
Key Learning Point
This principle applies
in business and in life. When you give enough, long enough,
eventually you will receive.
Action Steps
Make a contribution
to those who are not yet your customers, but whom you
would like to have as customers one day. Deliver with
quality and consistency that surprises in a positive way.
One day these prospects will become valuable customers
- yours.
I do this every month with the free newsletter, "UP
Your Service!"®. Get your free subscription at
www.UpYourService.com
Next Article in Customer Service Contact >>
Who Were They Designing It For?
First Article in Customer Service Culture >>
Top Ten Tips To Build a Superior Service Culture
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Ron Kaufman is an internationally acclaimed customer service training educator for quality service.
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