You decide to go to a restaurant with some friends for dinner. This restaurant prides itself in impeccable customer service, excellent delicacies, a new menu every week and the freshness of the dishes they serve. You look at the menu and decide on some dishes. You have some diet restrictions and request of the restaurant manager to serve you a salad without some items. The restaurant manager refuses and tells you that the dishes have to be ordered as they are. This is an expensive restaurant and you are not pleased and swear never to go back. On the other hand, now imagine a restaurant where the menu is simple, has limited variety but again prides itself in almost similar qualities as the first. However they are willing to be flexible and in terms of price is almost equally priced as the first one.
- Which one would you go back to
- Where do you see a value added service
- Where do you think the price is justified
- Who is actually walking the talk
There is a school of thought that most things are commoditized and yes over time if you don’t create your niche or add value, it’s easy to be a price taker than price maker. However everything can be differentiated, personalized, and there are opportunities to value price your services. The key is Customer Service Excellence (CSE) and all that goes with that. Developing CSE is an intangible, intellectual resource. You can take your clients as far you have gone yourself. They are probably looking for their better selves in you. YOU thus need to have that Edge. You need to create that value and walk your talk that you create value worth paying for.
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