How to Handle Price Shoppers

Once a month or so, we hold Office Hours.  It's an informal phone chat we host on gotowebinar.  We celebrate successes, and solve problems.  It's a lot of fun, and a super challenging question always comes up.  Here's one from our last Office Hours... How do you respond to callers who want a price over the phone? If [...]

How To Get Your Customer To Sell Your Next Job

I am blogging on behalf of Visa Business and received compensation for my time from Visa for sharing my views in this post, but the views expressed here are solely mine, not Visa’s. Visit to take a look at the reinvented Facebook Page: Well Sourced by Visa Business. The Page serves as a space where small business owners can access educational resources, read success stories from other business owners, engage with peers, and find tips to help businesses run more efficiently. Every month, the Page will introduce a new theme that will focus on a topic important to a small business owner’s success. For additional tips and advice, and information about Visa’s small business solutions, follow @VisaSmallBiz and visit Have you ever experienced wonderful customer service and thought, “I am going to write a letter to the manager and compliment that thoughtful waiter (flight attendant, salesperson, handyman, nurse, ___)?”  And then…never did?  You meant to, and you maybe even started to look up the number, address, website, and then…never did. You have customers who would love to brag about you, too.  And they never do.  Life gets in the way.  Yet testimonials are super powerful sales tools.  When your customers say wonderful things about you, it means so much more to prospective clients than when you brag about yourself. What if you make it irresistibly easy for your customers to give you a testimonial?  Here’s how! […]

Do Business Owners Know What Their Customers Want?

Research Shows 90% Do Not… What customers value most changes constantly, and the pace of change has increased exponentially with the economic recession. The businesses who become relevant by addressing what customers really value at any given time will be the first ones out of the recession.  That’s is what is discussed in my latest book, Relevant Selling, now available here. One year ago, people were looking for financial stability in companies they were purchasing from because of all of the business closings. Now, on-time delivery outranks that because so many businesses cut back their inventory during the worst of the recession. With demand increasing, customers have more difficulty getting what they want on time. […]

In A Pinch, Try Customer Service

Crisis shouldn’t be the spur, but better late than never. A Wall Street Journal article from a couple of summers ago caught my eye. Titled “Customer Service as a Growth Engine,” the article described efforts by large organizations such as Walgreen’s, Comcast, American Express and others to pay “more attention to customer service in an effort to increase sales and gain market share in the economic recovery.” The Journal cited a survey of more than 1,400 companies that found more than a quarter saying customer service would be the prime target of increased funding once the economy improved. To which I silently responded, Duh! I wonder if it occurred to executives at all those companies surveyed that had they invested more money in – or not scraped it away from — customer service activities when the downturn hit, they might already be enjoying increased sales and market share. It’s a real simple concept. People like to do business with companies that make it likeable to do business with them. People in many lines of business are susceptible to overlooking customer service. That’s because they don’t really look at the people who pay them money as “customers” per se. Most think in terms of what they get rather than what they give. Customers come to them because they need something, goes this thinking, and for money they provide it, so ergo, customers ought to be grateful the business is there for them. […]