Diplomacy in marketing
A popular negotiating tactic consists in making a very good offer for the first time to meet the other. Once the other has bitten and signals interest, step by step is ejected. Anyone who thinks customers fall into it, but in the long term, is self-supporting.
Such an unpleasant situation has happened to me twice in the last few weeks: first with my moving company, who simply demanded more money on the move than was agreed, and then with one Company which lured me with excellent prices for advertising, but suddenly reduced it by a third.
The scam was always the same: First, make a particularly great, particularly favorable offer - and the hare foot immediately. How did I feel as a customer? Fooled - to put it bluntly.
Bad offers of uncertainty
When I look at the situation from the other side from the perspective of an entrepreneur, it looks a little different. Small self-employed people and sole traders in particular are inclined to make offers with which they are not really satisfied because of personal insecurity and poor financial security.
Or they misjudge the effort for one thing - mostly from lack of experience. Incidentally, the fact that there are more and more sole proprietors competing against each other makes the situation in this case no easier.
The direct route to disagreements
But selling orders under value is the direct route to disagreements, because in the end, no one is quite satisfied: the entrepreneur does not use the fee and the customer does not do the job. The shot goes backwards.
And afterwards you get annoyed. But often the customer gets annoyed because he senses the dissatisfaction of the provider or - which often happens - then the job is not then executed as you want. Unconsciously, there is more behind it: Other people feel such weaknesses, which also leads to a loss of confidence.
Dissatisfied customers and legal consequences
The seemingly diplomatic tactic that helps to avoid problems, thus leads directly to the opposite effect. After all, the attempt to subjugate something to the customer, because one does not dare to say what one wants, is often perceived by the customer as being from terrific fuss.
And, of course, he passes this on to others, of course! Because dissatisfied customers carry this dissatisfaction on and on - which one can not say about satisfied customers. In addition, it is legally questionable if, as in the case of my removal business, a contract is broken.
Case study Jan Hegenberg
The musician Jan Hegenberg, for example, has stated this and reports about it in the Interview: Since the free download of his music worked well, Hegenberg wanted to use that and earn some money with his music. Therefore, he cut short pieces of advertising in front of his music pieces.
But the fans felt hugged. So Hegenberg said: "Then you just have to pay for the downloads" - and to his surprise, the fans accepted without complaint. Hegenberg's conclusion: Better say what you want right away.
It's about trust
Because in this way, the customer can decide immediately whether he accepts or rejects. There are no nasty surprises and the customer builds long-term trust to the dealer.
What also counts is the clear, self-confident statement: whoever agrees with his opinion will also be respected. And finally, a satisfied customer will also do word of mouth, but this time positive - the best advertisement imaginable!
Say what you want
Therefore, the best tactic in my opinion and experience is to be clear from the beginning what you want and what not in relationships with customers as well as in any other interpersonal relationship.
Sure, that upsets a few people who are angry and then jump off. But in this way you always win the customers, employees and people who fit exactly to their own work and attitude. And then they are satisfied with the result. Try it!
More knowledge - PDF download, eCourse on demand or personal advice
Offline download: Download this text as PDF - Read usage rights, Because we do not automatically submit the title of this text for privacy reasons: When buying in "interests" the title register if support is needed. After buying text exclusively Download at this URL (please save). Or for a little more directly an entire book or eCourse with this text buy, read on.
Read customer feedback and buy a book on this topic at a discount: Do you like this text and want to read more information about it? Buy the right book including this text, buy it here in two languages, as a member even with a 20 percent discount. Would you like to take a look at the book first? You can do this by previewing the book look at and then purchase on the book page.
German edition: ISBN 9783965961043
English version: ISBN 9783965961050 (Translation notice)
Your eCourse on Demand: Choose your personal eCourse on this or another desired topic, As a PDF download. Up to 30 lessons with each 4 learning task + final lesson. Please enter the title under "interests". Alternatively, we are happy to put together your course for you or offer you a personal regular eMailCourse including supervision and certificate - all further information!
Consultant packages: You want to increase your reach or address applicants as an employer? For these and other topics we offer special Consultant packages (overview) - For example, a personal phone call (price is per hour).