Due to the complexity of most products and services today, the customer relationship is more important than the product. The customer does not always know the ingredients of your product, or how your business operates, or how it will be treated once you've gotten to release the money, but you can get an idea about you and about the relationship has developed between you during the sales process. In fact, the decision to purchase your customer is based on the confidence he has in you and customer credibility in what you said.
In many cases, the quality of their relationship with the customer is the competitive advantage that allows you to differentiate other vendors offering similar products and services. The quality of trust that exists between you and your client may become so strong that no competitor can get in the middle.
Many vendors lose customers because they commit a grave error, error that is taken for granted to the customer. This happens when the salesperson relaxes his efforts and begins to ignore the customer. About 70% of customers who have moved away from its suppliers said they did so because they perceived a lack of care from that provider.
Once you've invested time and effort required to build a high quality relationship with your client, you must maintain this relationship for life. You should never give the customer for granted.
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