On Wed, 22 Jul 2009 04:39:20 -0400, "Eisboch"
wrote:


"jps" wrote in message
.. .


I sell introductory systems as a means to growing my business with a
customer who's not ready to take the plunge. There are lots of ways
to create demand for your goods or services; smart folks can read the
customer and tailor a solution appropriate to their requirements.

Obviously, introductory offers are used all the time. I never cared for
them.

I find it annoying sometimes to get offers for special deals on cable or
Internet services that I am already subscribed to, only to find out they are
available to "new" customers only. Those who have been paying the full
price don't qualify and continue to pay full price.

Wouldn't you be impressed to get an unsolicited notice from your cable
company thanking you for your loyal and continued business and rewarding you
with 3 months of discounted invoices? Maybe cable service is a bad example
because it's regulated and non-competitive, but it might keep you from
switching to Direct TV or Dish.

All you have to do is call them and let them know you're switching.
They'll offer any rate they have to retain your business.

In my former business that involved custom engineered, big ticket items
orders for additional systems were discounted because most of the
engineering and design costs were non-recurring.

We haven't sold a handful of introductory systems. By offering
customers the option, they usually determine on their own their
requirements will grow beyond the capacity of that system.

It's a marketing tool. If Harry's customer thinks he's done him a
good turn and the product is well-crafted and professional, the
potential for repeat business is high.

I'd rather give a little and have a long-term customer than hold the
line and start a relationship on a bad footing.

Eisboch