Guest Blogger: Our special guest contributor this month is Melissa Michalski, co-owner of CertPro Accounting Team, a proud member of IPBC, a Certified Professional Bookkeeper and a graduate of the Black Swan Project.
In January 2015, at the Black Swan Summit, we, of course, discussed value pricing concepts but there was also a focus on building stronger relationships. After a debriefing of the summit, my business partner and I have concluded that there are three kinds of relationships we want to improve: suppliers (which I previously discussed in my first blog of this series), customer relationships, as well as those within the company.
What are your customers worth to you? For us, they are everything. The value conversation is very important when meeting new customers, you need to listen and ask the right questions in order to determine their needs, because each customer is different. For example, some customers might want to see monthly reports, while others might just want their bills paid on time. In order to provide excellent service, you have to understand each customer and know what the most valuable service is to them. The most important part is providing the outcome they want, and this is a big task!