Why Should A Client Choose Our Company?
A quote from Simon Sinek, author of the book, Start with Why, which states “People don’t buy what you do; they buy why you do it.” makes one think of the different factors behind why a customer wants to do business with a company. There are several reasons why a customer might choose your company but we mostly felt it boiled down to three key options: customer service, competitive pricing, or the product / service itself.
We asked 50 percent of the entrepreneurs if their customers chose their company because of their customer service. The drug arrives in second at 43%, and the price was last dead at 0.06%. We also asked our small business experts to expand about why their clients think they prefer them over rivals.
Here are some common reasons why customers choose to do business with you or your company:
- Customer Service – You love the way in which they view you. Employees are polite, competent and will respond quickly. We are there to work for you and you take care of them in exchange by doing business with them.
- Price – Many people prefer price as their primary motive. Those businesses that have higher price will lose those customers when someone else has a cheaper price. The company’s loyalty is due to price, not profit.
- Trust – You put your faith in them. They do whatever they think, whenever. If you do not trust the organization, you would probably not do business with them anyway.
- Convenience – Who doesn’t want an experience that’s simple and without friction? And, if the service is good people are also willing to pay a higher price.
- Reputation – Good things, word of mouth or positive feedback given to these marketing agencies play a huge part in gaining clients.
- Consistency – This one ties in with trust and credibility. Unless there is something outside of deceit that erodes trust faster than anything, it’s a lack of honesty. You want clients to describe their interaction with you using the term “always.”
- Culture – It is the sort of organization, with which you want to be identified with. Your beliefs are in line with theirs.
- Vision and Core Values – You trust what they believe in. At some level this links with culture and values, but it’s all about giving back and engaging the community. It can be a charity or some other cause that matters to you; everything from saving elephants to curing poverty in the world.
- The way a company conducts their business – The way they do business. It’s about their operation, procedures, open hours, place and more. It’s about their service, really. There are factors which are very real. Those may bring a customer in the door but there are several other explanations why customers want to return.
All of these (and more) factors will lead to determining why a customer prefers one company over another. Once you find out the Why of a customer and can expand it to meet a wider group’s motivations and needs, you link to another level that brings customers back, again and again.