Main Idea
Do you think you can grow your business by focusing on systems? Are there key points where your systems, or lack thereof, determine what happens next? Have you thought about the power of questions in your customer service delivery?
Expansion of Idea
Growth systems can take many different forms. They may be a carefully displayed sign, an unusual question, a prompt follow-up, or a valuable piece of advice. These systems can be critical in helping potential customers deal with you as opposed to your competition. There are small windows of opportunity for you to help a potential customer buy from you. Your job is to figure out how to help these potential customers make the right decision.
Too often we compete on price because that is the only thing that the customer can evaluate. Your job is to separate your products and services from the competition in a creative way that is not focused just on price. You must add value as defined by the customer. When you can consistently do that, you will create a customer for life. If you think this is theoretical, I want to leave you with two words, “HAPPY MEAL”.
Suggested Areas to Start
Make a list of key contact points with potential customers.
Evaluate your processes in handling the interactions.
Measure how effective the systems are in converting potential sales into actual sales.
Brainstorm ways to improve those processes.