Social Media & Digital Marketing in Singapore

Going For The Sale vs Going For The Customer

Last week, Rubin and I made a quick search for shirts that go with a tux (no, we didn’t know previously that they’re different from regular shirts). So we hit three shops in the immediate vicinity, the first two were totally aiming to make the sale. Everything from trying to get you to commit to an order, introducing “premium” materials and lowering prices to make it seem like a “discount”.

The third, we felt was more authentic right off the bat. He showed us the “normal” material and “premium” material and told us to verify for ourselves that there was no discernible difference in texture (there wasn’t), and that the important thing that tailors bring to customers is the service and customisation.

I think this approach is really about customer lifetime value. Do you go in with an affordable, knock-them-off-their-socks product that keeps them coming back for more, or are you concerned about making that one sale, and forgetting about the trust and relationship that can be formed, especially in businesses that are service-oriented?

Very different marketing approaches, but in the long run, I think aiming for retention will get better results than just attracting new customers. More word of mouth, more loyalty and more trust, which money can’t buy.

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