Finding the 'Diamond in the Ruff'

You've been working on that customer of yours for some time now and they just don't seem to be interested in what you have to offer.

Are they a diamond in the ruff?

Or, are they a waste of your time?

Well, it all depends now doesn't it...It depends what you do to service the customer...It depends how you can handle them. They could be that 'diamond in the ruff' if you provide them with that missing bit of information they are in search of. Otherwise, if you don't take the right approach it can be a waste of yours and their time.

How do you know what they truly want?

How do you turn that lump of coal, you call a customer, into a diamond?

As Earl Nightingale once said, "...serve the customer..." that's how. Serve more, serve better and serve now.

You're the professional and you must demonstrate that to the customer by focusing your attention on them throughout your presentation. Be prepared. Show them respect. Listen to them. And ,answer their questions when asked. You know, the customer can careless what you have to offer, unless you serve them by giving them what they need, not what they want. Only then will that need turn into a want. That want means closing the deal, success.

Always get yourself in the right frame of mind that you are providing by far the best service one can ever ask for. If you show them that you are aware of their needs, they will keep coming back to you.

Why?

Because you provided them a unique experience that they can get use to having. Treat your customers the way you would want to be treated and all of your customers would instantly be 'diamonds in the ruff'.


Jerome Ratliff
Independent Associate