Years ago, I wrote an article encouraging business owners to confront their options to do or not do business with China and every other low cost producer.  Now, I encourage every owner to rethink the following.  If you are a small business who cannot be the low cost provider, what can you do to leverage the quality, safety, and reliability of your products to win back accounts, higher margins and customer loyalty?  For every purchasing agent who loves buying products at the lowest cost, there is an insecure employee hiding inside worried that they will get exposed and fired for buying low cost goods that don’t work or worse are unsafe.

There is no time like the present to beef up your product’s safety, reliability, and performance.  How can you sell FUD (Fear Uncertainty and Doubt) to overcome the very pricing concerns you have fallen victim to in the past?   What better time than now to promote the upside of doing business with your company and the downside of taking chances with vendors’ products whose necks your customers cannot choke across an acean.  Try it out.  Even if you don’t move mountains, you can feel really good about standing tall for your value.  And if you need to look at all all the places you can add value, please take at my concept of Best and Highest Use and think about all the ways you and your business really are superior!  There really is no time like the present!

This entry was posted on Monday, October 1st, 2007 at 7:26 pm and is filed under Customer Service, Best & Highest Use. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.