Test the relationship
Once we have a customer that we value we are often very sensitive to anything that might put them off buying from us.
On the one hand, this is a very good thing, as we do need to recognise the true value of our customers and to make sure they stay with us for as long as possible. However, sometimes this can lead to us missing opportunities to strengthen the relationship and do even more business.
For example, many people won’t ask the customer for referrals, or raise the need to increase prices, for fear of damaging the good relationship. Our experience is that relationships become stronger for being tested, as long as they are not tested too much.
We have seen many examples of customer relationships coming through adversity and emerging much stronger as a result. If your customer truly values what you do, they will want to help you be successful, and they will understand that sometimes you have to increase prices.
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