8 Simple Ways To Inspire Your Customers

danielnewmanUV
Daniel Newman Founder/CEO, BroadSuite

Posted on August 22nd 2012

8 Simple Ways To Inspire Your Customers


There are many different ways to get through to your customers. Sometimes it is showing them a new product. Other times it is delivering above and beyond there wildest expectations. In some cases, simply showing up is all that is required. Nevertheless, customers are a big (perhaps only) reason why we are in business. If we want to keep them and grow with them then we must inspire them. But how?
 
Here are 8 simple ways to inspire and delight your customers.

 

    1. Call them when there isn’t a “Deal to Close”: Many industries have a bad reputation when it comes to this. We call and call and call when there is a deal to close. However as soon as the deal is locked up we disappear (on to the next one). Sometimes just checking in can be a very meaningful thing in reassuring a customer they have made the right choice.

 

    1. Show them something they don’t know: Perhaps a new technology or maybe a new service, but keep them up to date on what is out there. Often our customers are very busy and they aren’t read up on what is new and hot. No matter what profession your customer is in, if you make them better at their job, then you can rest assured that they won’t be seeking any new suppliers.

 

    1. Ask about “Them”: Try and take a minute to step away from the “Job at hand” and learn a bit about them. Personally and professionally, people love to talk about themselves. They will appreciate your asking.

 

    1. Try Empathy: Expanding on number 3, you can truly blow your customers away by asking good questions and listening. All too often we walk into spaces and start measuring and spouting specs. This may be sales 101, but clearly (some) people need a review.

 

    1. Deliver For Once: This is another reputation issue that haunts many industries. For instance in IT I’ve heard customers call it the 95% industry because 5% of the project is almost always left undone. If you can continually deliver everything you commit (and more), then you will enchant your customers time and time again.

 

    1. Respond “AFTER” the sale: There is nothing more discouraging than trying to reach a missing sales person or project manager after a deal has been closed. It makes a buyer doubt their decision and doubt your organization. Be extra responsive this year and watch it pay off with your customers.

 

    1. Make Them Look Good: There are many ways to do this, undoubtably delivering on time on budget is a great start. However, I suggest going beyond that. When you meet the customers “Higher Ups” represent yourself and them well, go ahead and tell them how impressed you are with your contact and the organization. (Hopefully you can say this with complete honesty)

 

  1. No Excuses: Bite your tongue, duct tape your mouth, but just stop with the excuses already. Sales people notoriously have excuses and people just want answers. Be clear, be direct, and cut the excuses and you will possibly become the customers favorite company to do business with.

A customer that you inspire, is a customer you will keep. While we often love to hunt the next customer down, let’s make sure that we keep the ones we have. It is far more expensive and difficult to acquire new ones than it is to focus on retention.
 
How will you inspire your customers each and every day?

danielnewmanUV

Daniel Newman

Founder/CEO, BroadSuite

Daniel Newman is the Founder of BroadSuite Consulting. An experienced C-Level Executive passionate about Strategy who also loves working with entrepreneurs and their small and mid-sized businesses. Prior to launching BroadSuite Consulting, Daniel served as the co-founder and CEO of EC3, a quickly growing hosted IT and Communication services provider. Before that, Daniel held several prominent leadership roles including serving as CEO of United Visual, parent company to United Visual Systems, United Visual Productions, and United GlobalComm; a family of companies focused on Visual Communications and Audio Visual Technologies.

Daniel is also widely published and active in the social media community. He is the author of Amazon best-selling business book, “The Millennial CEO.” He also co-founded the global online Community 12 Most and was recognized by the Huffington Post as one of the 100 business and leadership accounts to follow on Twitter.
Daniel is also an Adjunct Professor of Management at North Central College. He attained his undergraduate degree in Marketing at Northern Illinois University and an Executive MBA from North Central College in Naperville, Ill. He currently resides in Aurora, Ill., with his wife (Lisa) and his two daughters (Hailey 11, Avery 7).

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Comments

Great advice here. I especially agree about being honest and empathic towards clients. Disappearing or making excuses etc will always have a negative effect on the long run. It's really too bad, to think that many business owners don't follow the guidelines here, but hey, this post just might inspire some of them to make a change!

Great post. Many businesses forget about their customers after the sale closes, and it's shameful!

To add on to your list, simply thanking customers for being customers and remembering their names are the smallest meaningful gestures businesses can do.

Also, at Marketo, we have a Marketo Champion program to reward our biggest brand advocates. They are the customers that share their expertise in the product with the customer community, demonstrate leadership, evangelize, and engage in our events. Creating a program that celebrates customers' hard work and engagement to increase the marketing effectiveness of other marketers is inspiring; I suggest that other companies do the same!

- Carol Tang at Marketo