No, I am not talking about the literary classic by Charles Dickens (and no, I am not referring to the Cliff Notes version either).
I am referring to the NFL Sunday Ticket that I ordered for the first time this season on DirecTV that allows me to watch all of the NFL games in HD. It includes a mix channel where I can watch 8 games at the same time and a Red Zone Channel that constantly cuts to live games when a team enters the red zone.
What does this have to do with selling and managing clients? Your competition is any company of anything who raises your clients expectations. If you are an accounting firm and your client has a dazzling experience with their IT vendor then expectations (while indirectly) have been raised for you. For me, DirecTV has raised my expectations for all of the other companies I do business with. Fairly or unfairly, my expectations of Marriott, Delta, AT&T and Avis have been raised.
How about you? When is the last time you did something to raise your client's expectations?
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