Thoughtful Thursdays – People buy from people they like…
… how do you want to be liked?
The easiest way to be liked by your customers is to give them a deal. The easiest and therefore the most tempting. Today’s people buy from people they like thought is about being remembered by your customers for reasons other than always giving them a deal.
I always give my customers a deal. The deal however is not price based, it is value based and the difference is extraordinary. Not only in sustainable profitability, but in customer retention as well.
Should your deal be priced based, your customer will like you as long as the price is the lowest. If you are not able to offer the lowest price do not be surprised to see the customer change suppliers. They may like you enough to give you the last look, which is good, but your value is one-dimensional, price.
I used to travel frequently to the east coast of Canada for business and a good customer of mine told me something that will stay with me always. The call routine was typically the same. We would talk business in is office and in good weather head to his club for a round of golf. One day asked me: “Richard, do you know what I like about you?” “No” I replied. “You only talk business while we are in the office.” he responded.
Another true story about bringing value to the customer, all other things being equal. I would much rather be valued for that rather than being the “best price guy”.
Make a habit of being liked for more than the obvious and your value will increase.
Good selling,
Richard
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