Add Value to Your Service
Customers wants to feel that they are getting the best value
Rather than discounting their services, many car service owners would be better served by looking for ways to give customers something extra, said Luis Barboza, president of 515 MIAMI ( www.515miami.com
).
“Instead of reducing your price, figure out what you can offer that will add value to your service or the customer’s experience,” he said. “You don’t want to be the Walmart of your industry.”
“Ask yourself: ‘What are my customers’ challenges? What would help them more than a financial discount?'” he said. “By addressing that you become a trusted resource to them rather a commoditized vendor.”
Sales can have the unintended effect of upsetting customers who have already paid full price, added Phyllis Nichols of SoundAdvice Sales and Marketing. “It’s definitely more advantageous to add value than lower price,” he said. “That’s a race to the bottom and nobody wins.”
He suggests thinking of ways to improve your relationship with customers. Try creating offers that provide them with special options or choices that are not normally available. Customers want to feel that they are getting the “best value” for their money, Luis said. “A small business is better off building customer loyalty and creating a following of people who appreciate what you do for them.”
Luis Barboza
515 MIAMI
http://www.515miami.com
(305) 515-5466
