Pick Up The Phone and Sell

CHAPTER 11BELIEVE IN YOUR VALUE AS MUCH AS YOUR CUSTOMERS DO

One critically important path for overcoming your fears is to realize how much your customers value you.

They've been with you for years for a reason.

They keep coming back to you because you take great care of them.

If you asked what they like best about working with you, here is what they would say:

You're always available.

You're far more reachable and responsive than the competition. You even get back to your customers on weekends and in the evening.

You save your customers time because they can simply call, text, or email you, and you take care of it right away.

You make sure they get their product or service delivered on time, or even early.

As a result of saving them time, your customers get to focus on other priorities, which they would not otherwise have time for. As a result, you make them more productive.

And they even become more profitable because of you, because there's much less wasted time with you.

They get to do what they promised to their own customers, who, in turn, keep coming back to them.

With other suppliers – your competition – they have to follow up a lot. They have to check on the status of their orders. They wonder whether they will be able to service their customers, because this depends on receiving your products or services on time.

As a result, other suppliers require much more of your customers' time than you do.

Working with you helps your customers look good to their customers. ...