“A sale is not something you pursue, it is something that happens to you while you are immersed in serving your customer.”

-Unknown

Here is your Daily Dose of Amazing Service:

Let your customer lead

And here are some additional thoughts on this topic…

I can’t seem to sit down in a restaurant anymore without being offered something I have no interest in. Take sweet tea for example. Everywhere I go a server offers me sweet tea. Yet I don’t drink sweet tea. I have never liked sweet tea. I probably never will. If one more person offers me sweet tea, someone’s going to need a paramedic.

So why

Too often I hear people give bad advice to others about how to talk with new potential clients. Rather than focus on what the customer is trying to accomplish now, they try to get their foot in the door for a long-term relationship with the company.

It’s like talking about marriage, kids and and the white picket fence before the other person has even committed to a first date.

I know why they do this.

Referrals are a hot topic. And they should be. Many businesses rely more on referrals than any other source of new business.

But many people get it wrong when they think about referrals. They see referrals as something they can “get” or produce. They try to build systems and plans to generate referrals.

The reality though is different. Referrals are an outcome of doing things well. When you take care of your customers and you do it better than anyone else, referrals should come your way.