The way you can
stand
out from your competitors is for you to
position yourself as a business
partner, always looking for ways to improve your customer’s business.
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→
Customer
Success 360

Help Your
Customer's Business
When you deal with a businessperson, you
can be sure of one thing: that person thinks about his business day and
night. It is very close to him. It is dear to his heart. And if you come
in and talk to him and
ask him
questions about his business, looking for ways to help him run his
business better, the customer is going to warm up to you and want to be
associated with you and your company.
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Differentiate
Yourself from Your Competitors
As a partner, you should always be looking
to help your customer to cut costs and improve results in his or her
area of responsibility. You should look for ways to help your customer
in non-business areas as well. You should position yourself as someone
who
cares more
about the success of your customer than anything else, even more than
you care about selling your product or service. This approach to
partnering in profit with your customer is a key way to
differentiate
yourself and to keep your customer for the indefinite future.
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Practice the
Reciprocity Principle To
Retain Customers
There is a principle of reciprocity in
business that is extremely powerful. It is simply this: If you do
something nice for someone else, they will feel obligated to do
something nice for you. You should be
looking for opportunities to go
the extra mile, to do more than you are paid for, to put in more than
you take out. By extending yourself, you
improve your positioning in the
customer’s mind and increasingly differentiate yourself and your company
from your competitors who are after the same business. If you do this
long enough and strong enough, you will eventually
develop the
partnership to the point where your competitors don’t have a chance
against you.
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