Seth Godin is a businessman who writes and I pay attention to what he says. He wrote recently about why customers buy from you in a business situation.
I thought his insights were interesting. He said that people buy for at least one of six reasons. There may be more than one of these but at least one. As I surveyed the list, I couldn’t dispute them.
I write you often about customer satisfaction. Recently, I quoted an expert who said, “If the customer can live without you, eventually the customer will.” Other times I have written about customer loyalty, stating that our goal should be to have the customer demand us as compared to preferring us.
Used appropriately, this list can help you think about strategies that build up your relationship to where you can’t be lived without and are in demand.
When I look at those six items, the vendors who I value most have done all six things. When I look at those items, the people I have served the best would report that I helped in all six areas.
It’s a great lesson in salesmanship and service whether your customer is internal or external.