I met with one of my new construction building contractors yesterday. I have been working with him for a couple of years now, but had never really spent some quality time with him…until now. He is really a great guy. I learned so much about him and his vision during our 3 hour meeting. It really made me think…why don’t I spend more time with my awesome customers? I mean, come on…I work for some really cool builders. My goal this year was/is to spend more time visiting with my clients, and here it is the end of May! Some of them have been working with me for several years, and yet we have spent only a handful of hours visiting. That means I have some really good opportunities to get to know and find more value for my customers.
Have you taken any of your customers for granted?
I think that many people do take their customers for granted! It’s not intentional…it just happens. You may get caught up in the “operations” side of the business, or just think that they will always use you because you have such great pricing. But what your customers are really looking for is help and value. What that means is that they are looking to you…the Professional…to find new ways of doing things, to make more money and retain more customers!
So…how can you help your clients? You must get to know them. This won’t just happen through phone, email or text communications. You have to visit face to face! Do you know what that means? It means meeting with them for coffee or lunch. Going to their office, etc. whatever it takes to become friends with them and learn how you can help them succeed!
Are you in sales? Are you a realtor or HVAC comfort advisor? If so, please take this to heart “you will never win over a customer if you do not become friends.” Oh sure, you may get a sale…one sale…but will not get repeat business and the much needed referrals without developing a friendship.
So, how can you create customer loyalty? It’s by giving free, valuable, information. If your customer is happy and profitable, you will be the same! Give them advice on new products and services. Find ways that they can make more money! Just do whatever is necessary for them to succeed.
Anyway, I have an awesome time visiting with my customers and you will too!
Wishing you nothing but success,
Mike