Recently one of our sales team was in dialogue with a potential new customer.
Through our telesales conversations we had established that they:
Were a customer in a sector that we understood very well.
Had quite a decent size requirement for same day courier services.
As a result of the above we were keen to meet up with them face to face for a coffee.
They pushed back hard and send “please just send us your tariff card”.
We responded by saying that the purpose of asking to meet either face to face or virtually was:
To gain a better understanding of them as a customer.
To find out their expectations of us if we worked together.
To find out what frustrates them, about their current supplier.
To establish how we could make their life easier and add more value.
They pushed back and said again “just send us your tariff card”.
We politely declined and moved on.
You see to us at Proactive we are not interested in a price driven transaction.
We want a long-term relationship of mutually beneficial gain.
If you win a customer on price, you will at some point lose them customer on price,
As there is always someone out there willing to undercut you as they cannot demonstrate the value in what they do.
To me a good buying decision maker, knows even in tough times it is not all about price, it is the value your supplier gives.
If you use same day couriers and want to talk to a same day courier that always looks to add value, please reach out to us on:
T: 0333 003 0022
E: bookings@proactivedespath.com