SALES

7 Things Customers Want Most From You

It's not just about your product or service. Customers want you to be the type of person they can trust to get the job done.
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What do your customers really want from you? No matter what your industry, your customers want more than just great products and workable solutions.

What they really want to know is that you--personally--are the type of person whom they can trust to get the job done.  Here are the seven things they want to see in you:

1. Independent Thinking

Customers want to know that you'll represent their interests, even it's not in your own financial interest--and particularly when the proverbial chips are down. (Of course, it's your job to make certain that the chips stay up.)

2. Courage

Customers want to know that you can be trusted to do the right thing. They expect you to tell them if buying what you're selling is a mistake, or not truly in their interests.  That takes real guts.

3. Pride

The best customers don't want you to truckle and beg. Because they're trusting you to deliver, they want to work with proud, successful people who can handle even the most difficult tasks.

4. Creativity

Customers don't have the time to sit and listen to cookie-cutter sales presentations.  However, they always have time for somebody who can redefine problems and devise workable solutions.

5. Confidence

Customers are taking a risk when they buy from you.  They both need and expect you to exude the kind of confidence that assures them you'll do what it takes to make them happy.

6. Empathy

Customers want you to see the situation from their perspective.  They want you to understand where they are, how their business works, and the challenges that they face--not just intellectually, but in your gut.

7. Honesty

Above all, customers want you to be honest with them.  In fact, the previous six values are built upon a foundation of honesty.  Without honesty, you have absolutely nothing to offer any customer.

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IMAGE: DreamPictures/VStock
Last updated: Sep 20, 2012

GEOFFREY JAMES | Columnist

Geoffrey James was recently named a "Top 40 Social Selling Marketing Master" by Forbes, and his blog has won awards from the Society of American Business Editors and the American Society of Business Publication Editors. His writing has appeared in publications as diverse as Wired, Brandweek, and Men's Health, and he is the author of numerous books, including The Tao of Programming, Business Wisdom of the Electronic Elite, and, most recently, Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know.

The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.



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