The people you serve determine the value you bring.
The owners of a growing company didn’t appreciate the greatest value they brought their customers. Surprisingly, it wasn’t their products and services.
Their best customers said:
1. They understand us and our business.
2. They take the time to understand the way we do things.
3. I want to hear their recommendations because I feel like they understand us.
4. I know I can trust them because they didn’t try to sell me the most expensive product.
The owners didn’t realize:
I asked the owners to predict what customers said when I asked about their greatest value. They couldn’t predict it. When I told them the first thing their customers said was, “I feel like they understand our business.” A light came on.