Thursday, October 14, 2010

Five Guaranteed Ways to Provide Good Service!




Are you a good service provider? I believe that I am. I provide location advice to owners and occupants of manufacturing and distribution buildings in Southern California.

So what! What differentiates me from my competitors? What differentiates you from your competition? Have you ever been asked this question? If so, how did you respond? I have given the question considerable thought and I believe that in order to be a good service provider, you must possess most or all of the following characteristics.

Experience and Stability:How long have you been in your industry? How long have you been with the same company? Businesses do not enjoy becoming your learning curve. If you are new to your industry or company, consider involving someone within your company with more seniority to assist you in the assignment. Although this involves some revenue sharing, you probably will have revenue to share and can utilize the experience as your own. As an example: I have enjoyed over 26 years with the same CRE company, Lee and Associates, and have lived in the same community for 23 years.

Empathy: A service provider's ability to empathize with a company is crucial. Zero in on the company's problem and empathize with their position. Don't just try to solve the problem before you properly diagnose the disease and empathize with the issues involved. If you own your company, make sure that your prospect knows this and that you have solved employment issues, space issues, legal issues, cash flow shortages or surpluses, etc. As an example: "I am a small business owner just like you and we dealt with the same issue like...this."

Creativity: Give some thought to the creative solutions that you have employed and the ways in which you will use creativity to deal with the issue at hand. As an example: "I use social media to market myself and my clients. Have you found any benefit in using social media marketing with your business?"

Resourcefulness: Have you ever listed how many professionals that you know or have referred, by category? Try it. How many attorneys, CPAs, Commercial Insurance brokers, sign companies, IT people, etc. do you know. How about knowing someone that is looking for a job? Maybe your prospect is looking for such a person with those skills and you can make an introduction. As an example: "I can refer you to someone who can solve your problem...try me!"

THANKS and GIVE BACK: Do you thank your clients for their business? How? The best way to thank a client for their business is to refer some business to them. Do you know who your client's ideal customer is? If not, you certainly should. As an example: Ask your prospects, "do your service providers refer business to you? I do and would like to refer business to you!"