Does your business make it easy for clients to do business with you? Are there things you could do better to make your business more customer-friendly? At home, we have a swimming pool. Here in Australia, we’re coming to the start of summer so we’ve taken the winter cover off the pool and are starting…
I’ve been reading What Clients Love by Harry Beckwith. Beckwith is one of the best authors on the topic of selling services. There’s a quote that stands out in the book. He says: “When you buy a product, you purchase something tangible. When you buy a service, however, you buy the people who perform it.”…
People who purchase services see value in different things – many are non-monetary. In this article we’ll explore the concept of value and give you ideas of how you can create value in the eyes of your clients. How much is a can of Coke worth? In Australia, it could cost you around $2 if…
My brother sent me an email this week after reading the It’s A Performance article I wrote a few weeks back. He makes this comment. Saw this in one of your articles. “Even the best bands get it wrong on stage sometime, and I’m not suggesting you control the service delivery so tightly that the…
I visited an architectural firm this week and was impressed with the way they market themselves to their clients and make an intangible service become tangible. Read on to find out more. Our financial planning business has an architectural firm as clients. I visited them in their office the other day and was impressed…