You tell the customer about your successes of who you have helped with your services. You maintain a professional posture at all times. Your professional posture shows that you represent quality and integrity.
Do not try to over sell or look desperate to convince the customer.
Skeptical potential clients became that way because someone didn't live up to what they said. This is an opportunity for you to show how your company is different. We prefer doing live demos for the potential client, explaining all the features, and letting them get used to the product. If visiting the client is impractical, we generally will ship a demo to the client and set up a tech session through go to meeting so they can see what the tech sees in finding the functions and features easily. I rarely talk about the competition because in this situation, you're talking about you and your company, not theirs.
Yes references and also, "The Proof Is In The Pudding", in saying that, customers have experienced multiple companies and can differentiate qualities of services &/or products. What helps for me is staff training, training & more training, also, constant TIMELY EFFECTIVE COMMUNICATION to resolve any issues and to just check in with the customer(s) as an owner/head of the company providing the service/product.
We have found that if we listen to the customer define their need, and our product/service offering, meets or exceeds that need, that the quality question can be resolved with “current client” testimonials.
Referrals are your friend.
I hope this helps.
Business from Saint Laurent, QC
Answered on Jun 23rd, 2018
Everyone says they provide quality products and services therefore there are two things you should automatically doing that many people don't do, ask for referrals on every sale you make and after your system is installed or your service has been provided for a couple of weeks call on the customer to make sure they are satisfied. When they are them if they could provide a written testimonial that you can use.
What a great question, Bob Lube! While there is no one way to promote the quality of my services or products, anything coming from my lips is subjective and impartial unless corroborated by a satisfied customer. Talking about Your services and/or products is necessary. However, when proposing value & satisfied Clients, having a Client written, video or audio testimonial against the proposed outcome and deliverables has the chance of hitting a home run.
You don't... you identify the specific problems the customer needs a solution for, then you explain how you tick those boxes to solve those needs. You can sell the same solutions as your competitors at a competitive price, or you can sell your own solution at your price. If "quality" is the only thing they're on the fence about (and I have a hard time believing that's a true objection), give them a 30 or 60 day trial contingent that they are buying the full contract based on the pre-defined success criteria of the trial period (ie: you don't get involved in science experiments).
I take the time to explain to the potential client, how Secure Pacific differs from our competitors. At that same time just being genuine and honest with them goes a long way. My 28 years in Law Enforcement gives me the edge in the area of being a security "expert" but still need to present myself as genuine. At Secure Pacific, we differ in many ways. ONE; we are a 100% video verified security company, meaning that we use video in all of our solutions so that our monitoring center can distinguish an animal setting off the system versus an actual intruder. Based upon our companies reputation and the visual verification we can contact Law Enforcement directly...providing for a faster response time to the location. TWO we offer the best guarantees in the industry (equipment/labor; No false Alarm fee, Performance Guarantee and product/service guarantee) and THREE; we do not sell the monitoring contract or sub contract our work. We sell, install, service and monitor all of our contracts and the client never has to call a 1-800 number for customer service or support. they can contact us locally...and we never charge for a service call. Outlining these differences and providing references upon request has shown that we provide a high degree of quality services and products.
Quarterly evaluation from each site and references for site manager on the performance of your security officer, access control and CCTV. Best advertising good service and word of mouth.
Manuel
3057800462
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Answers (1-10)
You tell the customer about your successes of who you have helped with your services.
You maintain a professional posture at all times.
Your professional posture shows that you represent quality and integrity.
Do not try to over sell or look desperate to convince the customer.
Actions speak louder than words.
Skeptical potential clients became that way because someone didn't live up to what they said. This is an opportunity for you to show how your company is different. We prefer doing live demos for the potential client, explaining all the features, and letting them get used to the product. If visiting the client is impractical, we generally will ship a demo to the client and set up a tech session through go to meeting so they can see what the tech sees in finding the functions and features easily. I rarely talk about the competition because in this situation, you're talking about you and your company, not theirs.
Yes references and also, "The Proof Is In The Pudding", in saying that, customers have experienced multiple companies and can differentiate qualities of services &/or products. What helps for me is staff training, training & more training, also, constant TIMELY EFFECTIVE COMMUNICATION to resolve any issues and to just check in with the customer(s) as an owner/head of the company providing the service/product.
References, references, references
Product and service Quality is highly subjective.
We have found that if we listen to the customer define their need, and our product/service offering, meets or exceeds that need, that the quality question can be resolved with “current client” testimonials.
Referrals are your friend.
I hope this helps.
Everyone says they provide quality products and services therefore there are two things you should automatically doing that many people don't do, ask for referrals on every sale you make and after your system is installed or your service has been provided for a couple of weeks call on the customer to make sure they are satisfied. When they are them if they could provide a written testimonial that you can use.
What a great question, Bob Lube! While there is no one way to promote the quality of my services or products, anything coming from my lips is subjective and impartial unless corroborated by a satisfied customer. Talking about Your services and/or products is necessary. However, when proposing value & satisfied Clients, having a Client written, video or audio testimonial against the proposed outcome and deliverables has the chance of hitting a home run.
You don't... you identify the specific problems the customer needs a solution for, then you explain how you tick those boxes to solve those needs. You can sell the same solutions as your competitors at a competitive price, or you can sell your own solution at your price. If "quality" is the only thing they're on the fence about (and I have a hard time believing that's a true objection), give them a 30 or 60 day trial contingent that they are buying the full contract based on the pre-defined success criteria of the trial period (ie: you don't get involved in science experiments).
I take the time to explain to the potential client, how Secure Pacific differs from our competitors. At that same time just being genuine and honest with them goes a long way. My 28 years in Law Enforcement gives me the edge in the area of being a security "expert" but still need to present myself as genuine. At Secure Pacific, we differ in many ways. ONE; we are a 100% video verified security company, meaning that we use video in all of our solutions so that our monitoring center can distinguish an animal setting off the system versus an actual intruder. Based upon our companies reputation and the visual verification we can contact Law Enforcement directly...providing for a faster response time to the location. TWO we offer the best guarantees in the industry (equipment/labor; No false Alarm fee, Performance Guarantee and product/service guarantee) and THREE; we do not sell the monitoring contract or sub contract our work. We sell, install, service and monitor all of our contracts and the client never has to call a 1-800 number for customer service or support. they can contact us locally...and we never charge for a service call. Outlining these differences and providing references upon request has shown that we provide a high degree of quality services and products.
Quarterly evaluation from each site and references for site manager on the performance of your security officer, access control and CCTV. Best advertising good service and word of mouth.
Manuel
3057800462