Mike Marchev is the author of the sales book titled Become The Exception and is a popular speaker at industry events. You can receive a complimentary copy of his Special Report titled “Your 12-Word Marketing Plan.” Email Mike and put the number “12” in the subject box. Also, ask about his 3rd Annual Training Cruise coming in November. Mike@MikeMarchev.com.
Customer Service Wisdom #5: Realize You Can’t Be All Things To All People
5. Realize with your entire intelligent being that you can’t be all things to all people.
Just like one size can’t fit all, one service provider can’t be the best solution for the masses. And yet the majority of people in the travel industry seem to try to be this “super person.”
After you clearly identify and come to grips what your personal strengths are and exactly what you enjoy doing the most, define the characteristics of your ideal prospect and customer. Build a profile for each.
Then make “profiling” a good thing. Focus all of your energy on finding more people who satisfy these criteria. Make a game of it. Have fun looking. You simply can’t waste time on prospects and customers who are not qualified to contribute to your eating habits. This is not a “bad” thing. This is the key to your survival.
Become the solution to the chosen few.
One last thought from me: “Your customer is my prospect.” By definition I will find more energy trying to “sell” to your clients than you will muster up to “keep” your customers.
Consider yourself “warned.”