Relationship. Understanding where your relationship is, is essential before you can plan to make changes. Here are important guidelines on the 5 levels of trust and commitment:
Level 1
Products & Services
Your customers treats the relationship as purely transactional and has no commitment to buy from you rather than a competitor. You have to prove yourself with each order until you build some track record.
Level 2
Added Value Services
You’ve passed the first test and now the customer starts to depend on you for information and recommendations on how to get the best from your product.
Level 3
Preferred Supplier Status
Your value is understood and appreciated. You will be one of a handful of suppliers considered for new developments and will have to spend less time on price negotiations.
Level 4
Needs and Specifications
The customer now considers you to be an expert and looks to you for help in developing the specification of new products.
Level 5
Joint Planning
Almost working at joint venture level. In some cases you know what the customer should be doing before they do! No talk of price only value.
It’s possible to make money at all of the 5 levels IF you ‘know your place’. Get it wrong and it will cost you money.
Let Gradient help with your relationship management within the process of value selling.