Why do good Customers leave?
Maybe it’s because we stop treating them the way they want to be treated!
Let me make what I think is a good or maybe not so good analogy.
Dating:
When you first begin dating you don’t really no how things may end up. So you do your very best to empress and show your best side. In reality you’re selling your “butt” off.
As things progress, the need to empress slowly goes away as you begin to gain trust and a level of comfort in the relationship.
If all goes well marriage is the next step and a partnership begins. ( It gets no better than this we think.)
For the first few years all is great (the honeymoon period). However, we may begin to overlook the little things that made us so attractive while we dated. We begin to take things for granted.
Slowly, things begin to fade. The shine goes away. If we are not careful and start doing the things that made us attractive while we were dating, someone new may come along and begin treating them the way they want to be treated.
Let’s stop right there. No need to go any further as you know how the story will end if we don’t change something quick.
Is this a reoccurring theme in your personal life?
It’s like the movie “Groundhog Day” except you are the star.
Selling:
When you first begin calling on a customer you don’t really know how things may end up. You do everything you can do to empress them and show you are the person they’ve been looking for.
You would never think about canceling or showing up late for an appointment.
You’re engaged in their business and come prepared with ideas and suggestions that provide value and you start to become someone they can trust.
As things progress you make sure to pay attention to details. You always do what you say you will do and when possible over-deliver, exceeding any expectations.
Next thing you know, you have become more than a salesman. You become thought of as a partner and trusted advisor.
You may want to think of this as the “honeymoon period.” You can probably do no wrong. Most if not all of your ideas and suggestions are welcomed and valued. Even if you make a mistake or your quote is little more than the competition it is often overlooked or shrugged off as not important. (It gets no better than this we think.)
But at some point the honeymoon ends and the shine starts to fade.
Without the work and effort you gave your customer initially you may begin seeing your sales go away. The trust and value you created will begin to leave as you become more and more complacent in the relationship.
Where you would never be late for a meeting, you start showing up a few minutes late or just cancel it for something you feel is more important.
The little details begin to be not as important as you know/think your customer will understand.
Before you know it, your customer becomes unsatisfied and starts looking for someone who will provide them the things you once provided.
Again, let’s stop right there. You know how he story will end if no changes are made.
Is this a reoccurring theme in you sales life?
Groundhog Day all over again.
I hope you can begin to see the reoccurring theme.
Dating and Selling are much the same. The work really begins after the courtship and honeymoon ends.
If you see your relationships starting to slip away you must begin treating them way you did when you first started dating or calling on them.
You must consistently show and remind them you are still the person they were looking for.
You have a huge advantage over your competitors as you already know what they want in a relationship.
Don’t wait to long to get started nurturing and rebuilding your relationships as time is not on your side.
Remember Groundhog Day and get yourself away from this reoccurring theme!
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Thank you for taking the time to read this article.
Now let’s get out there and over-deliver!
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