If you are in the business of providing services, giving your customers exactly what they demand may not be a good idea after all. We have been told time and again that the customer is the king (or queen) and giving them exactly what they wants is what business is all about.
But what if it’s that not the whole story? As a service provider, is always giving your customers what they want a good idea? It certainly feels safe to do so but what if it costs you business in the long run? As a service provider with certain skills and expertise to offer, showing your customers that you add value is important in today’s cut-throat competitive scenario.
Is the customer always right?
Yes, when people walk into or get in touch with a business, they usually know exactly what they are looking for. They want their needs met and are usually clear in describing what they need. The problem is that sometimes their wants are so specific that it keeps them from finding options that they have not thought about (options which may actually suit their needs better).
This happens in a variety of scenarios. You may be an interior decorator and your customer wants too much stuff to be cluttered in her house. You know that she is not going to like it, but you do it anyway. When you are done, she, as expected, does not like it. She never uses your services again thinking that it is all your fault.
Understand that your ‘’expertise’’ is valuable
That’s right. Most entrepreneurs don’t really have the confidence to understand that they possess expertise in their particular field. This expertise is what differentiates you from your competition and makes you special. Offer that to your customers.
When a customer wants something very specific, spend some time considering how it is going to affect him? If you are sure that it will not do any good, then speak to him and let him know about your thoughts. If the customer still wants to go ahead, you will have peace of mind knowing that you tried.
Your customers will value your expertise
Even if the customer does not listen to you, that’s okay. Be assured that you will be remembered. It is hard to say no to a customer, especially when you are just starting on your business, but letting him know what you think is important if you want to build a long-term relationship.
When you show your customers that you actually spend time thinking about their businesses, they will certainly put more value on you. As a service provider, the most important thing you can offer is added value.
Since you have the experience and expertise in the service you are offering, you are certainly in a better position to understand that a customer’s specific demands will yield. So if you think it won’t work, speak up. Who knows? Your speaking up may yield greater results for your customer!