Install Your Service

When people start up a business, they usually want two things; customers, and repeat customers.

Naturally, we want people to start patronizing us, but even more importantly, we want them to like

their experience with us and to keep coming back for more. So, how does a new business differentiate

itself from its competition to the point where customers remain loyal and lifelong? One of the best ways

to do this is to find a way to “install your service.” In other words, make it a part of your customers’ life.

I was recently having lunch with EpitomeFit owner Neo DaVinci who is one of my Sales Academy grads and we were brainstorming about his business. As he was describing how many of his customers are over 40 and are interested in sports and athleticism, I noticed something about his choice of words. He said most of them are running around chasing their grandchildren, running their own companies, and trying to keep up with life in general. As we talk further, I suggested that Neo become even more integral to his customers by reinforcing their personal and professional lives and their workouts.

In my own case, I work out all the time, but I don’t enjoy it. Most of the time I’m working out, I’m

thinking about my own interests. I suggested that Neo might want to install customers’ interests

throughout the workout. For example, if you have someone working on a treadmill, encourage them

that the longer they run on that machine, the easier it will be to run after the grandchildren. Business

owners should remember that if they can run a company, there’s no reason they can’t run another

quarter of a mile past the previous record. Anyone who works with weights should remember that

lifting up people is just as important as lifting iron.

There is definitely a link between physical conditioning and mental conditioning. Business owners face

countless different issues, problems, strategies, and challenges every single day. By helping Neo's

customers during their workout, not only can he help them better condition themselves physically and

improve their stamina, but also mentally equip them to better solve the issues they face when they

leave his fitness club.

If you provide a service to your customers, such as coaching, therapeutic massage, physical therapy or

Pilates, I’m challenging you to find ways to install your services so that what you offered to them during

their time with you, will be just as valuable after your session as it is during.

“A business absolutely devoted to service will have only one worry about profits. They will be

embarrassingly large.” – Henry Ford

Let me hear from you.

(This excerpt is taken from The Sales Academy.) I encourage you to click here to register for The Sales

Academy 5-part series running on five consecutive Friday mornings at Bellomo & Associates in York, PA, beginning on October 4, 2024, from 9:00 AM to 12:00 Noon Eastern Standard Time.

This program is also available through live streaming, and available on demand 24-7 at Romeo Network Online Learning. Click here to learn more and try it FREE!