Covering the Extra Mile to Serve Clients

I personally find it important to serve my prospective clients beyond the call of duty - and not just sell them my product/Services. How does one feel today's buyer responds to that? Does it fend them off, reel them in, or have no impact on their decision making?"

At my company Tekriti Software (http://www.tekritisoftware.com/) our mission statement says that, "We will always go that extra mile." whether it is with customers or ourselves. We are ingraining it in our work culture not just the sales persons but the whole staff as such to give every prospect and client more than we have to and more than they have paid for. I not only believe this is the right thing to do but it also demonstrates, with action, our commitment to excellence. This leads to loyalty and long-term relationships; and, most importantly, generates referrals and word of mouth marketing that grows our pipeline and our business almost effortlessly.

Going the extra mile, will set one apart from most of your competitors. It lifts one up in the prospect's eyes, build trust, and give one the winning edge. Going the extra mile and demonstrating commitment to excellence has a huge impact on decision making both consciously and subconsciously with buyers. Most sales are lost because the buyer is afraid that they may make a poor decision. But when we consistently demonstrate excellence we counteract their fear and create feelings of well-being about the company and the decision to buy our products or services.

This is a very important point to remember in tough economic times. Buyers, who often have their own jobs on the line, are going to do everything possible to minimize risk. In almost every case, the status quo is a lower risk than buying something from you. So your imperative is to reduce the fear your buyer feels by demonstrating with your actions (what they see you do) that buying from your will solve their problem and be a low risk decision. Another way to think about this is people (that means all of us) buy with emotion, but back those buying decisions up with logic. The beauty of going the extra mile is you check the emotional and the logical boxes at the same time.

In Tekriti we go that extra mile and that makes us stand out amongst out competitors. Here we do little things like showing up early for meetings, returning phone calls, keeping our sales materials in pristine condition, checking spelling and grammar on our emails and written documents, being prepared for every meeting, and being polite and considerate, going out of the way to suggest to the client what else he should require and what his competitors are following all seem very small, but in today's world the majority of the competition fails in these obvious areas and as I pointed out before We at Tekriti Software always go that extra mile.

Vikram Sahay Mathur (vikram.mathur@tekritisoftware.com)