Do Business Well

2. SET YOUR CUSTOMER SERVICE RULES AND THEN IMPLEMENT THEM RELIGIOUSLY — DESIGN AND EXECUTE THE SERVICE PLAN.

There is an old business saying: Everyone knows what to do, but not everyone does what they know. The basic rule of customer service is very simple: Do whatever it takes to make and keep customers so happy they come back for more again and again. Not difficult is it? We’ll tell you where the difficulty arises: executing that rule with passion, discipline and consistency.

How many companies do you know who provided magnificent service when they started and then faded into mediocrity? Stand guard against this danger destroying your business. Make customer service your personal mission. Drive customer service from the top, but always discuss and encourage your staff to be open about it so that everyone can turn around dissatisfied customers. Continue Reading »

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‘If you want a place in the sun, prepare to put up with a few blisters.’

Your message may seem trite and boring to you because you are so close to your product. However, the rest of the world doesn’t know about your great product story. When you have a clear idea of who you are, what your product is and what it has to offer the market, don’t give up. Keep on offering it until your prospects notice it as well.

The first time you put your product message in a covering letter say something like, ‘May we introduce you to…?’ The second time around, you can say, ‘May we remind you that…?’ The third time you could state, ‘Again, may we call your attention to…?’ The fourth time try, ‘We would like to remind you…’

Never give up on your basic, central message. You are exactly who you are. Present your product or service continually and without much deviation. If you deviate, you may confuse that tiny bit of the one per cent that is listening to your message and you will be the loser. Continue Reading »

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This depends entirely on your application of the basics. A small network will be up and running within three to four months, providing a moderate return. A large network with a big customer base requires a few years to develop. Exactly what you achieve depends on the effort you put into your business. It is almost impossible to indicate how successful you will be. The figures that follow illustrate the type of results that can be achieved.

How much work is required? If you make contacts telephonically, you may have to make 200 to 250 telephone calls to get 20 distributors. Of these, a quarter will be active hunters for more business and the balance will be product users giving useful word- of-mouth recommendations, but not actively searching for business. Continue Reading »

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A term that is used increasingly in connection with sales is customer service. What is customer service? In a nutshell, it is providing the customer with products and services that match up to or exceed her expectations. It means offering products of a high standard of quality. It means caring about the customer, treating her well and going the extra mile in one’s efforts to provide complete satisfaction.

There is a good reason for placing emphasis on service. Leading companies worldwide are service providers. The fastest growing companies provide their customers with the greatest satisfaction and pleasure from their purchase. Not only from the product, but from the way in which the negotiations leading up to a sale are conducted. Continue Reading »

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