Little things can make or break deals.
In a “me-too-only-cheaper” competitive environment, the fundamentals and strict adherence to the little things will position companies faster and more accurately than just about anything else.
Fact: Clients are in the driver’s seat.
Fact: They know it and have a number of options when preparing to make a purchase.
Fact: Your success will have everything to do with how you manage the “details.”
If it is true that it takes months to find a new account, but only seconds to lose one, then it makes sense to give a 100% effort to your valued prospects and customers.
Solidify the base of accounts that you have and make them glad they have chosen you as a supplier of goods and services. Since the smallest error, mistake, misinterpretation or oversight could blow your previous accomplishments out of the water—and set your company back a couple of months; focus on the task at hand. Dot those i’s…cross those t’s…and think “details.”
Each and every employee must pull their weight. “Each” is spelled (E-V-E-R-Y-O-N-E). Avoid shooting yourself in the foot and losing what you already have for some foolish reason or as a result of taking a shortcut. Don’t be afraid to try new things but don’t forget what got you this far.
Now is the time to prove your value and worth to your current client base. You can do this by simply doing what you say you will do…the right way…each and every time. Give them the gift of “speed” in the way you answer the phone, return phone calls and respond to their daily needs. The little things will kill you if you let them. The little things will also position you as the true professional you are.
Remember, elephants don’t bite. Mosquitoes do.
Mike Marchev freely shares his experiences, strategies and observations with travel professionals in an effort to keep them on top of their game. For a complimentary copy of his 12-Word Marketing Plan send him an email at firstname.lastname@example.org.
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