Your client doesn’t care that you know how to do your job better than the next guy. Your client is not interested in how many years experience you have or how much training you’ve paid for. Your client won’t notice that you can have your job done in two hours less time than your competitor.

What your client does care about and will notice are the extra unexpected steps you take to ensure your work doesn’t cause them any undue headaches. This can be done repeatedly, with ease by following this simple step:

Meet the Customer’s Needs: the customer has a need and you meet it. The customer is satisfied and may return to you time and time again. However, a competitor can still steal the customer away from you. To convert this client into a raving fan and generate even more business from your sale to dominate your market, you need to make sure you can accomplish step number two:

Exceed the Customer’s Expectations: this is when you can make the customer say “Wow!” This not only increases the customer’s loyalty to you, it generates positive word-of-mouth advertising and turns the customer into a life-long raving fan for you.

Unfortunately, most businesses stop after step one.  That’s why those few businesses that achieve the second step increase their business exponentially and win unwaivering customer loyalty!

Imagine … you have a potential client call to ask you to bid a job.

You race out of the office, running late and figure you will be even later if you take the time to call your potential client to let them know you are running behind.

You pull into the driveway in your service truck that’s needed a good cleaning for several weeks now.  Your shirt has some left over spills from lunch and you pull out a wrinkled, printed-at-home business card as you make your way into the potential client’s home. She looks down and sees that you’ve left a track of dirty footprints on her brand new carpet. After she sends you into an about face back to the truck you leave a grease puddle in her driveway!

Unfortunately, some portion of this visual has probably been experienced or by all of us. Instead, how about giving them the unexpected!

You arrive on time, groomed professionally, your service truck is clean and you spray some ShuBee® Scent Spray to make sure you introduce your client to a clean, fresh smelling tech! You have on a company ID badge (D SB ID BADGE), and have your professionally designed and printed business card (D SB BC) ready.

Now it’s time to really win this prospect over!  When the client answers the door, you not only place your ShuBee® Shoe Covers on, but you also have a small gift for this potential client. You say, “Thank you for the opportunity to earn your business.” This is called “physic debt.” You’ve offered your client a gift and subconsciously they feel obligated to offer you something in return.

This small token, along with your professional appearance and on-time arrival can lead to not only winning the bid but winning a client for life!

You just won a new client and created a raving fan!  Word of Mouth Marketing and Advertising, (WOMMA as it’s commonly known) is the most powerful form of advertising. A raving fan costs you nothing and will sell more business on your behalf than many of your existing sales staff or advertising campaigns.

Raving fans will sell for you better than you can sell yourself:

• They’ll tell their friends how you’re different
• They’ll tell their co-workers what problems your products solve
• They’ll tell their neighbors and family about you
• They have access to a network of people you may not
• They have more credibility within your market now than you do