There is obviously not one answer that fits all the questions of customer choices. But there are three possible answers that should be at the top of your list of how to win customers from your competitors.
The first, and perhaps the most significant reason, is value discrimination … a better product/service for essentially the same price. Know the key end results that your customers are looking for and use these as your guide to defining values that can discriminate your business.
A second important reason is the strength of the relationship between the customer and your staff. A business is about its employees and customers. Social and social engagement are big parts of the equation. Be personable, friendly, and social … and you will be on your way!
This strength of relationship relates heavily to the third reason for a customer’s selection … trust and confidence. The stronger the relationship, the more trust and confidence the customer has for the business and the belief that the business will deliver on its promises. Being honest and open and delivering on your promises is the only way to maintain relationships.
Price is often a factor, but if a business can win the battle against value discrimination, with a strong customer trust/relationship, then often a customer eliminates cost as a major factor and may even pay a premium price for the product and/or service.
So, if you were wondering where to put your marketing time and energy to optimize how to win customers from your competitors, focus on defining and delivering winning value propositions, keeping your promises, and establishing as well as maintaining strong social relationships.
Please share a story or two from your customer-winning experiences with this community.
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