The late and great C. Holmes tells a true story of two furniture stores.
Simple but powerful:
Two furniture stores open up in a town on nearly the same day.
And over a 4-year period –>
Store 1 grows by 40%.
Store 2 grows by 600%.
You go into Store 1 and look at a couch, the sales rep sells you the couch.
You go into Store 2 and look at a couch, the sales rep asks, “First time in our store?”
“And then proceeds to pitch the heck out of that store, the history, the owner’s devotion to service, why they have lower prices than their competitors, how well trained they are in furniture construction, and how that benefits you as the consumer.”
Store 2 strategically used Buyer Education to create Brand Loyalty.
This brand loyalty over time built a large and loyal following of customers who automatically came there first when interested in any type of furniture.
These strong customer relationships drove 600% growth.
What are the best ways you are building strong customer relationships?