#12 - Why You Lose Business

Day #12 - Why You Lose Business
By Bob Oros

What is the easiest way for a competitor to take a customer away from you? Why do you lose accounts to your competitors?

Here are some reasons that sound good: Our service isn't up to par. Our prices are too high. We have too many out-of-stocks. My competitor is better known in my market.

I have a surprise for you. When you lose an account it is mostly due to one reason. I would say that 95% of all the accounts you lose to a competitor are for this single reason! This single reason will enable you to take away more business from your competitor than you can handle.

It's easier than you think. Here's why.

#9 - How to Build Credibility

I have a story to tell you about how I built credibility with one of my customers.

A few months ago I had a really nice lady placing orders with me.  Then one day she sent me an email . . . her perferred way to place her order.  However, this email wasn't an order.  It was to tell me that she wouldn't be doing business with me anymore.  WHAT?  WHY?  Her email was very stern and to the point "I will not be placing anymore orders with you". WOW!!  Where did that come from?  She and I had visited each time I would deliver her order.  I thought we were building a good relationship with each other.