Ever Had A Customer Ask You To Raise Your Prices? Read Anne’s Story.
Monday, May 3rd, 2010
I received this email from Anne H. in St. Paul, Minnesota last week. What she experienced is a forceful reminder to all of us.
A Customer Shows Anne Her Value In A Crystal Clear Way
Dear Scott,
I am writing to you today to tell you about a most unbelievable experience I had with one of my customers. I say “unbelievable,” but based on what you’ve been preaching, I guess I shouldn’t be so surprised.
The person I normally communicate with at the customer called me and asked that I make an appointment with him. He didn’t seem willing to tell me why we needed to meet. I was actually a little concerned.
At the meeting he quickly told me that the services that I provide to their company are so valuable to his success, and the company’s success, that he didn’t want to lose me as a trusted partner.
He then said something that I couldn’t believe. He said, “We want you to take a look at the prices you are giving us and ensure that the effort you and your company expend is in line with what you’re charging us. If you’re not making a reasonable profit, it will compromise our alliance. We trust you to be reasonable and fair.”
He was subtly telling me to raise my prices to firm up the relationship!
It showed me that what you’ve been telling us is right on target. Customers will pay for the value we bring to the table and the strength of the partnership.
Sorry to go on for so long but I had to share this with you. Our entire sales team subscribes to your blog and we frequently discuss/debate your topics.
Keep Selling,
Anne
Thanks, Anne
Thanks, Anne, for emailing your experience and allowing me to share it with the readers.
Your experience has beautifully proven what we all know to be true.
- The value we bring to the customer is always more important than price.
- The partnership we have with our customers is everything.
- Do a good job and your customer will quite literally give you a raise.
©2010 Scott R. Sheaffer


