By moving up the value chain, your company will increase its profitability and customer loyalty. How does your customer see you, and what does it mean?
You have transactional relationship and sell products to your customer. In this stage, you have continuous pricing discussions.
Your customer guesses you are the party to work with...
You are moving toward relational business transactions and sell solutions to your customer. Pricing discussions happen from time to time, but do no longer determine the relationship.
Your customer accepts you are the party to work with.
- Trusted Advisor.
There is an ongoing relationship between your customer and yourself, and you now sell experience. Your business is being budgeted.
Your customer sees you as the expert.