Work With Your Customers, and Your Customers Will Work With You

Posted by Chris Kauza on June 10, 2009 under Mid-Week Mindset, Service | Read the First Comment

One owner of a California wine store takes the time to find out the food and occasion for which the customer is purchasing their wine.  And even though the customer may be inclined to purchase an advertised or more expensive type of wine, the wine store owner may actually talk them out of it.  Why?  Because of the product experience.

While he might lose a few dollars of profit on that one sale, he tends to gain more through repeat business.  The customers come back to his store because they trust him and they trust his recommendations.  He also can spot trends in his market more quickly and easily, allowing him to better manage his inventory.  Better inventory management leads to lower costs and higher profits!  When your customers know that you are sincere and trust you, they will believe in you and willingly come back for more.

This simple step can be applied by anyone – it only costs you the time to have a conversation with your customers.  Anyone can (and should!) do it.

Action Step: talk to 5 of your new customers and make sure they are getting the most appropriate product or service for their needs.  Record them in your customer management system, and track their purchases and see for yourself!