Art Jacoby's Monthly Newsletters
Newsletter Library - August 2007
The Company That Won’t Let You Down
Trust is not a birthright—it has to be earned. This is a difficult feat to accomplish in new relationships, because there isn’t a shared history of positive experiences yet. At the outset of any partnership, a leap of faith is required.
In the business world, excellent references are important for establishing credibility, but how else do you convince a prospect to choose you over several other highly-qualified resources for a long term relationship, especially one in which there are many potential pitfalls for them and in which they will invest many hours and dollars?
Simple: be the company that won't let its clients down—no matter what. Let your passion for the service you provide shine through, and assure prospective clients that at every step along the way they'll receive better advice, a more enjoyable experience, and—most importantly—better results with your company at their side. And, if anything goes wrong, confirm the fact that you’ll take responsibility and fix it quickly.
Provide examples of the stellar results you’ve delivered in the past, look them directly in the eye, and convince them that "we won’t let you down." Then, make sure you deliver!
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