Our customers expect a partner with a holistic approach who, in addition to delivering excellence in their core business, offers a comprehensive range of services that can be utilized as needed. If a company is able to position itself as a partner that adds value in the customer’s best interest through the services it provides, a simple customer-supplier relationship transforms into a partnership that cannot easily be replaced—one from which both sides benefit equally.
Customers understandably expect every provider to have done their homework in their core business. If, at first glance, two providers offer the same service at roughly the same price—which one will the target customer choose? Experience shows that they will choose the one who, in addition to professional competence, has the highest “likeability” factor in tow. However, if one of the providers also offers services that, while not billable on paper, provide a monetary benefit to the client, the situation looks somewhat different. That is not to say, however, that the one who has more to offer for the money can be unlikable. The ideal scenario, then, is the combination embodied by the picture-perfect salesperson—whether male or female—who offers far more value for the money than the competition while simultaneously winning over the hearts of customers.
