If the products you sell are no commodity today, there is a big chance they will be a commodity tomorrow. Commodities are easier to manufacture and sell. That is good for you. But it is also good for your competitors.
Commodities
Commodities have three things in common. They are all about the same price and quality and they are all delivered from stock.
So if you are no longer able to close a deal because of your superior quality, your attractive pricing or your fast deliveries, what is left to sell?
Be special
If your prices, the quality of your products or your delivery times no longer play a decisive role, you need to take a serious look at your value proposition. What is it you have left to offer your customers. If your products can no longer be special, you need to be special yourselve. Only being special can give you an advantace over your competitors.
- Give the best possible advise. Understand your customer’s application and make sure the optimum solution is offered.
- Supply maximum information about your products. Make the information available without restrictions. Don’t use limited access or registration.
- Make it as easy as possible to order your products.
- Make free extra tools available that make working with your products easier.
- Don’t forget about your customer after the order has been delivered. Keep in touch.
- Always be available to answer questions and offer support.
Trust
There are two important aspects about these extras. First of all it comes down to trust. Customers need to have the trust you are able to supply the information you need. And they need to have the trust you are always there for them.
Your customers need to be sure they can trust you.
The other thing about these extras is that you can very well use Social Media as a tool to improve the communication with your customers.
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