See the big picture.
not enough to just respond piecemeal to your
problems. You've got to be willing to invest in coming up with a
solution to the immediate problem and
look beyond it to
see its bigger potential.
Run with the
suggestions your customers provide. Ask yourself, "Is
this a onetime event, or indicative of a trend? Is
an opportunity ripe for development? Go one step further and
ask, "Is there another whole business here?"
Creating Superior Customer Value:
9 Questions To Answer
Always think bottom line – but not just yours. Consider your
customers' bottom line as well. Can you save them money, while
enhancing partnership with them?
Think strategically about your customers' businesses, and find
ways to help them cut costs and increase profits, all
the while improving how they can serve their customers.
Go beyond selling your products or
yourself valuable to your customers as an advisor.
Delivering expert advice with no strings attached does much to
demonstrate that you are a
Be a student. It's an
listen as to counsel. Customers can provide a
perspective on products and services you may be too invested
in to evaluate objectively. Since they're the ones who'll be
buying, it's always better to know sooner rather than later.
How Do You Create Customer Value?
Love Your Customers
10 Lessons from Konosuke Matsushita
Invent a New Great Product
Add More Value for Your Customer
Customized Solutions for Niche Problems
Make Doing Business with You Easy
Customer's Perspective of Quality
Achieving Deep Customer Focus
Loving Customer Relationships
Listening To Your
Selling (and Silence)
P&G: Using Internet
Innovation Is Love
Beta-Testing a New Product
Selling Is Problem Solving