Are Your Incentives Driving Business Away?

Have you ever been excited about doing business with a company and then something happens and you are completely turned off?

Do you know what triggered such an abrupt turnaround? Or was it just a weird feeling?

More importantly do you think the company realizes what they did to drive you away? Because this is the key if you are in business. This could be you!

Let’s look at a real case study.

You are a potential customer for ABC Inc.’s services and meeting one of the owners at an event you give them an instant boost in credibility and trust. Why? Because there is an implied endorsement by the person putting on the event and you respect that person.

You let him know what your needs are and it may be possible for you to do business. So you get back from the event, there’s the requisite email – nice to meet you, let me know what you’d like a quote on, love to have your business.

Building on a face to face meeting, pleasant conversation, implied endorsement, immediate follow-up, you’re thinking you’ll let them give you a quote. In fact in your mind you’ve already decided you’ll do a small order and see how it goes.

Up until this point everything is good and it didn’t take any incentives to get your decision.

But, before you pick up the phone to get that quote, you get an email stating everyone from the event who gives them an opportunity to give you a quote will get a very generous gift card that’s basically like cash.

What’s your first reaction?

It could be that you’re suspicious, and if that’s your personality, you’re wondering why they need to do this. Maybe they really don’t have much business.

On the other hand, you could be thinking this is impressive. It tells you they have so much faith in the repeat business they will get once you become a customer that they are willing to go out of pocket to bring you in.

You go with the second choice and fill out the form to get the quote. You do the order and the person you’ve met who you are now doing business with doesn’t mention the gift card. But you get an email that it’s on it’s way and the whole time it’s in the mail you’re feeling really good about this new company you’ve found to help you with this service.

While the first order is in process the gift card comes. It’s not at all what you were led to believe. Instead it’s some slimy, scummy gift card, that can only be used in one way, a way that you would never use it. In fact it’s constructed in a way that almost insures you won’t, so most likely it doesn’t cost them anything to hand these out. You would have to jump through so many hoops to use it, they make it almost impossible and on top of that you see that it is redeemed monthly in small amounts over the next 25 months, but only if you do everything correctly.

So your stomach sinks or you get angry or both. Most likely you’ll just throw it in the trash.

But how ripped off do you now feel? How do you feel about this company that you were happy to do business with until you opened that envelope?

Have they lost your business? Have they lost credibility? Are you wondering if the person who gave them the implied endorsement realizes they are doing this? How many thoughts are going through your mind with the huge disconnect of what just happened?

This is how companies lose business without even knowing it. Stupid little mistakes. If they would have offered nothing, you would still be doing business with them. Now it’s more likely that you will tell others to look elsewhere.

What if they would have told the truth about the gift card?
You probably wouldn’t have wanted it. You may have wondered what caliber of client they were trying to attract. And you may or may not have done business with them.

To make the story even sadder, when they email that the first step is done and they’re ready to proceed and you tell them no, just send me what you’ve got, they just say ok. They don’t even ask you why you changed your mind!

This is an example of 3 things:

1. How little things can cost you major business.
2. How bad customer service systems allow this to go unheard and they just let a customer (and all their friends and clients) walk.
3. How not having a clear picture of who your ideal client is so you use the proper incentive to get the right client.

So take a look at your business and see if there are any holes to plug. And be aware of what you observe in the businesses you deal with. You’ll be surprised the marketing mistakes you may see.

To get more mentoring on this topic and other that will grow your business and allow you to live your true passion and wealth, become a Gold VIP member of Success Blueprint Inner Circle.

Until next week, I’d love to hear your thoughts. Just comment on this post below.

If you would like personal mentoring, send me an email detailingwhat you would like help with. As your mentor I hold a bigger vision for you than you hold for yourself. When you have faith and a team that believes in you, it gives you courage. When you don’t have to do it all yourself, all things are possible for you. Commit today to go for your dream 100%.

Lynn Pierce, the Success Architect , has taught people how to combine business and personal development to reach the pinnacle of success and live the life of their dreams for almost 30 years. In addition, she is also the founder of one of the most exciting annual events for women entrepreneurs, ” Empowered Women’s Business Summi t”. Now she shares her keys to success and life mastery with you. You can get her special report, “What Do You Stand For? A No B.S. Guide to Creating Your Own Personal Manifesto” at http://LynnPierce.com