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Appreciating Your Customers

January 26, 2009 in Adding Value, Making customers win, Thinking Win Win

I came across another very interesting site today, Simply Gourmet Bistro referred by Chris Brogan in his daily posts.

The Author John showcases a very unique way of building lifelong relationships. He writes about his customers. He has a post called “Customer of the Day” each day. In every post, he writes about 1 customer, sharing something about the customer, his profession, the servies that the customer provides and also puts in a kind word or two about his past experience with the customer. At the end, he writes about what food the customer ordered. This way, in a single post, he builds a bond with that customer, creates win-win by promoting the services of his customer, and also promotes dishes in his menu. What better way to Adding Value?

Think about it. We get so many opportunities to do this every day if we so wish. Have you ever done this to your customers? If yes, write a post about it here. Share and learn.

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by Vishwajeet

Simple Examples, Profound Meanings

January 22, 2009 in Adding Value, Thinking Win Win

I’m writing this as I watch “American Idol.” While I realize this may not be the ideal beginning to a post on adding value, hear me out. Here’s the thing to think about: why are there so many bad singers complaining about not getting a fair hearing and in stark contrast the winner who cries with being humbled by the love of millions of voters? In other words, in every field of life, why are losers proud and winners humble?

My take? I think it’s because the winners think about adding value and the losers are thinking merely about appearing to care about adding value. The winners, in essence, are already thinking about the consumer while the losers are only thinking about themselves. If you continue to think about yourself, there is no room in your head to think about your consumer and how you will help them. And they can sense that and not buy from you. As most sales trainers will tell you, think about yourself and pretty much kill the sale!

Here’s another example. I’m currently writing a book on how to be an excellent landlord. You can read about it here: Landlord Landmines . Although I didn’t come up with this while I was a real estate salesperson, I did come up with it as a landlord. Actually, my husband came up with the idea as a way to help other landlords avoid the problems we’ve had with our tenants! We’ve already learned all we could. We want to share the information; we’re thinking about the consumer!

I guess what I’m trying to say is that my husband and I, we should win American Idol. Ha,ha,ha! No. just kidding. I’m trying to say that the first step to adding value is thinking about the consumer. Like the consumer.

Now I am in a better position to help investor clients and they are attracted to it. I am not just a real estate salesperson who can sell them a rental. I’m a real estate salesperson who owns rental property, who knows what to look for in one and can guide them through such a purchase. My next goal? Owning a property management company, so that every aspect of buying and managing a rental is taken care of for the client. Their job is simply selection.

Everything worth doing is worth doing well. Everything you do can add value. Not just to the consumer, but to your own life. And when you think like that, that’s when you don’t need to think any more. That’s when you’re there!

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by Vishwajeet

Making Your customers Win and Battling a Slowdown while you do it

September 28, 2008 in Adding Value, Making customers win, Sales, Sales Ethics, Thinking Win Win

Sales training programs regularly teach us about Making Customers Win. It is all about Thinking Win – Win. But how do you really do it? I saw a wonderful example of really making your customers win.

I recently read a blog http://sacramentorealestategal.blogspot.com/

CC – Getty Images

DENVER - APRIL 02: (L-R) Prospective home buyers Lars Kalnajs and Leah Fuchs talk to real estate broker John Skrabec of Live Urban Real Estate in the yard of a home that has been reduced in price April 2, 2008 in Denver, Colorado. Denver has been hard-hit by the housing downturn, with officials estimating that as many as 11,000 properties might go into foreclosure this year.

The author is a real-estate broker called Purva Brown from Sacramento – somewhere in the United States I think. At the moment, US real-estate market is under pressure with foreclosures, the subprime crisis, falling prices and the works. Probably the worst time to be in the real estate broking business. You will see most people resorting to signs like the one on the right.

But not Purva.

Being a property broker, she is really a medium of exchange between the buyer and the seller (remember my first post on BRIDGE?). So in effect, both the buyer and the seller are her customers. Conventional wisdom would have us think, if the seller wins then the buyer looses and vice versa. So then, which of her customers does she focus on? The one which approaches her first? Or the one who is paying her the commission?

I found that she makes both of them win!!! Don’t believe me? Then check out her URL.

She has worked out a beautiful way of making both her customers win. On her blog, she often writes about “Adding Value to your real estate”. She regularly shares tips on home improvement, green homes, water conservation, landscaping tips, interiors etc. She is helping customers about finance options. She writes about ways of saving property taxes. She updates her readers (future customers) about local property legislations, property facts and much more.

Now this lady is no expert on any of these topics. So how does she offer these tips? By painstakingly researching articles and stories on the internet and elsewhere which her customers will like and benefit from. This is her homework to prepare for her business.

So how does this make both the sellers and buyers successful?

The Seller can get a better price for his home by implementing many of the tips which Purva passes on. So he is thankful to Purva and would like to consider selling his home through her since she “helped him improve the value” of his home.

The Buyer on the other hand looks at Purva as an expert, and expects that Purva will show him the homes with the best amenities, design, decor etc. So they too would like to approach her, and buy the most valuable property she recommends.

Now that’s what I call really making your customers successful and winning more business!!!

Importantly, at a time when many real estate brokers are probably morose and witless, Purva is investing in building hope, value and confidence in her customers. As the market begins to recover, she will be the first person prospects will reach out to.

You can check out Purva Brown’s blog on http://sacramentorealestategal.blogspot.com/