Provide what your clients truly want

Delivery as Our Competitive Advantage?(part 2)

“Quality is not an act it is a habit.” ~Aristotle

Delivery is one of five ways (Price, Quality, Service, Delivery, Sales Effectiveness) to give yourself a competitive advantage.??Are you effectively providing the delivery experience your customers demand, expect, and deserve??

Bain & Company, considered one of the “Big Three” management consultancies, conducted a recent study on what they call “The Delivery Gap”.??Of 362 companies surveyed, 80% believed they were delivering a “superior experience” yet only 8% of their customers agree.??8%!

One of the reasons Bain & Company points out as to why the delivery gap exists is “that good relationships are hard to build.??It’s extremely difficult to understand what Customers really want, keep the promises you make to them and maintain the right dialogue to ensure that you adjust your offerings according to Customer’s changing or increasing needs.”??Your clients’ success depends on a customer journey that is built on a foundation of trust and communication.

There have been numerous studies over the past few years that clearly show when companies fail to focus on their customers’ voice and take steps to deliver on their expectations, they lose loyal customers, and the impact can be devastating to their bottom line.??For example:

• 73% of buyers point to customer experience?as an important factor in purchasing decisions.
• 65% of buyers?find a positive experience with a vendor to be more influential?than lower prices.
• More than half of businesses have scrapped a planned purchase or transaction?because of bad service, regardless of how low the price was.
• 70% of customers?report that?technology makes it simple to take their business to a competitor?if need be, and they are more likely than ever to do so when their expectations aren’t met.

So, to compete against lower priced competition honor your commitments & promises and provide what your clients truly want –?a personal and engaging experience, period.??Those companies that do, are experiencing?unsurpassed increased revenue growth with 55% greater customer retention rates.??

Next time, Sales Effectiveness as a Competitive Advantage.

For more success tips to become a high-earning, Professional Salesperson, visit?www.dreamcatcherus.com.