In a restaurant survey, 74 percent of respondents said the number one thing they liked to have when eating out is a salad bar. Why? Because they can make their salads their own way. They can have a little of this, a lot of that, and some of the other. They can make their salads exactly as they like them, with just the right mix of ingredients, dressing, and croutons for them. In today's world, people want a product that is truly customized—one that is as individual as their personal tastes.
ACTION ITEM
Think about how you can customize your products and services to fit your prospects' needs. People don't want one size fits all.
When Sue confronted her boss as a new employee, she asked him: “Do you know what's standard around here?” When her boss said “no,” she answered: “Nothing. Every customer wants something different. They want it their way.” Her boss looked at her and said: “You're right. Why don't we do it that way?” Think about the first thing clothing stores do when you buy a nice suit—they tailor it to fit you. They shorten the sleeves, move the buttons, take a little out of the coat, and hem the pants or skirt. Suddenly, you've got the product you want, detailed just the way you like.
TAKEAWAY
The more you can fit your products and services
to the needs and wants of your customers,
the more likely you are to win prospects
over to become long-term customers.