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That’s the question that every customer is asking or thinking as they review each supplier for a given product or service in a bid to find the right solution for them.
Imagine if you will a series of supermarkets along the same road. Each one looks exactly the same from the outside, is laid out exactly the same on the inside and sells exactly the same product by people whole look and act exactly the same. In fact for all intense purposes everything about each shop is so similar it could be the same shop duplicated if it wasn’t for the name on the sign outside, A, B, C…etc.
Now which one would you choose?
Think about it for a minute there is an obvious answer.
OK, if it didn’t seem obvious enough lets take a look at our old friend human nature.
Predictably humans on the whole are lazy creatures. We seek the shortest, least painful route to almost anything so, of course, it would be the shop nearest to where we arrived to the street.
However if in one shop all the assistant smiled and welcomed you as you came in that could be the single factor that swayed your decision because thats the way you like to be treated. In fact you may even walk down the street past all the other shop just to get to there because of that single reason.
What if another shop sold only a special kind of food, say, authentic Italian cuisine? As a lover of Italian food there would be no question where you would be going for the weekly shop or food for tonight’s dinner party, it’s obvious.
You see the answer to this tale is really with our customers. Who they are, what they do, how they do it and it’s our job to find out what it is that turns them on and keeps them coming back for more.
Once you know, you just have to tell them and keep on reminding them and continue to build value in the products and services that you provide that services that specific need and demand.
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