Do you make a sale to acquire a customer or acquire a customer to make a sale?

Why does this matter especially for scaling up your business?

Investing in your customer relationships pays off!

Don’t get so wrapped up in making a sale that you miss the long-term benefits of providing great service and using that sale to build a relationship with the customer.

And whatever you do, don’t ‘rip them off’ or you’ll find yourself out of business before too long.

Are you in business to trade your product or service or invest in your customer base – as an asset to your business?
It’s investment versus transaction and sometimes, as the example from my FX days shows, it’s not so clear cut.

Have you ever seen someone making a purchase and then changing their mind last second and leaving?

What can be more frustrating when someone is about to purchase from you, wants to purchase from you, but something is holding them back.

And what is holding them back might surprise you. But if you can figure it out, you can get the window shoppers to come in and the clients who would walk away.. take that deep breath and open your door.

Have you ever tried to explain yourself to someone who is hard of hearing and refuses to do anything about it? Do your customers feel that way when they speak with you?

Too many companies nowadays treat customer service as an expense, not the investment it is. They’ll roll out the red carpet for you when they’re trying to sell you something, but once you’re a customer, they couldn’t care less about you.