I don't meant that you need to bring your product, service or treatment to your customer's location, althought you may have to do that too.
Whatever you've promised, you HAVE to deliver! And, if you are smart, you will OVER-deliver just to create an exceptional customer experience.
When I sold broadcast advertising at my radio station, there was always the issue of production time.
If I knew it would take me 3 days to get a commercial produced for my client, I'd tell them it will take 4 days....then I'd work my butt off to get it done in 2 days.
Then, when I took a cassette (yes, that's how long ago it was) to the customer so they could hear their spot, I'd also bring along a couple of extra copies on small reels so, when they said they LOVED it, I could give them the same commercial for use on any other radio station they happened to be advertising on.
It was a great way to strengthen their loyalty, and their friendship. Plus, everybody starting hearing our commercials on the other radio stations and suddenly everyone wanted US to produce their commercials, too.
Nothing happens until you deliver....but the best stuff happens when you OVER-deliver!
© 2011 Patrick L. Williams, The Selling Sherpa™