It’s a myth in modern business that having a reputation for being “reliable” and being known for “getting the job done” makes you valuable and indispensable to your customers.
It’s all part of the fabric of business, but you need to be known for more than this because if your customer ever looks for more, they won’t come banging on your door.
Today, as a business you need to be known as someone that can improve and enhance the results of customers, you need to prove that you can solve their problems and move them forward.
If you fall at any of these fences, then your customers could cut you loose if they ever need a supplier that can go that extra mile for them, and because they see you as a capable business that does a great job, it could be a difficult decision for them, but it’s a decision that they WILL make if they need to.
The truth of the matter is that today you need to be known as a business that adds value – there is therefore an importance to define where and how you can add this value.
Most of this stems from having a real partnership with your customers and truly understanding them and the market(s) in which they operate; this will allow you to not only fully understand any problems that is given to you (so you can provide the very best solution), but you can also add value by spotting opportunities for your customers before they do.
Working in this way will lead you to become indispensable and ensure that your customers never want to lose you as a partner.
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This article was originally posted on LinkedIn in July 2017
