Think about the last time that you had to buy a major item or service. Usually you have done your homework and are pretty well informed about your item/product/service before you go out and buy it. Sure, you want to be able to trust what the business or salesman is saying, but at the same time we all Know that not everyone in this world is honest.
And this is one of the hardest part of sales – proving to people that our services are indeed quality services, and that we, as a company, have what it takes to effectively take care of their needs. Your customers or prospective customers are also doing their homework and want to do everything in their power to ensure that they will get the best service for the best price. Truth is, can you blame them? Price, as we already know, is always the critical element in any sales process, and we therefore cannot blame companies for being price conscious. For us salesman, though, this part may be frustrating, as there is alot of hard work that goes into a deal before you even get to talk price.
How then do you make sure that the client knows that you are doing everything in your power to give them the best deal possible?
The following quality service indicators are absolutely essential to building a reputable business and/or business relationship.
- Credentials. Credentials may make some clients blindly trust a service provider, however, nowadays clients are not impressed as much with credentials as they are with what you can deliver. Yes, having your credentials on a metal plate on the wall does tell the client that you are the right person for the job. However, they are looking for what you have achieved, such as serving a corporate body or a prominent personality.
- Technique and Infrastructure. Technique tells the client how planned and efficient you are. Infrastructure displays how large you really are.
- Customer Service. Every customer wants prompt service. Making your customer wait will hurt your reputation. If your business depends on the availability of stock and the availability of appointments, giving your customer the courtesy of at least an interim reply will keep them faithful to you. If not, in a competitive market scenario, it is not difficult for the customer to just walk over to another service provider.
- Customer Priority. A professional service provider always gives priority to the customer’s convenience and availability. You will have a strong client following as long as you treat the existing customer and the prospective customers as kings. I know it sounds cliche, but it’s true. This is especially true when it comes to after-sales service.
- Pricing. Although pricing plays an important role, unless you are a known brand, low prices may not make much of a difference to the customer. Rather, a low price may in fact generate suspicion. Most customers value themselves and their families and therefore do not mind spending, within reason, for a quality service.
Although customers are looking for these indicators of quality service, these are the MINIMUM that your business must possess if you want to SEAL THE DEAL.
Marco Giunta
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