Buying Wedding Bands
A few weeks ago my fiancé and I were shopping for wedding rings. We had seen the ring we were interested in online but were hoping to see it in person to make sure it was the right one. Because of some email correspondence with Lynette from Long’s Jewelers, we ended up at a wedding band event where Lynette arranged to have the ring we were interested in for us to see. The week of the event, I confirmed this with Lynette and she told us to ask for her when we arrived and she would show us rings. We arrived at the event, and after looking and about a dozen rings, made a decision to go with the ring we were initially interested in. Lynette was offering to sell that for a little over $100 more than the online price…but we still chose to buy them from her. Why, you ask? Well price is just one cost when buying something.
Time – Lynette made our trip to the wedding band event efficient. She knew where the ring we were interested in was and took us straight there. She also showed us other rings that were similar and ones that offered some of the same features we were interested in.
Effort – When I first emailed Lynette a picture of the ring we were interested in, she did the legwork to find out who made that design and arranged to have it at the show. We didn’t have to traipse all over the place find and look at rings. We were able to show up at one place and see what we were interested in.
Emotion – Lynette made the experience stress free, offering expertise and advice but not pushing us to rush a decision. When we first arrived, I told her my exact goals for this visit and she immediately made those happen and we ended up buying our rings that day. She took time to focus on us and make sure we knew we were important to her.
In order to have a satisfied customer, you need to make sure that your customer doesn’t exceed their budget in all of these areas. While Lynette’s monetary cost was higher, she met our needs in all the areas of cost and won the sale.
Selling Performance Solutions
As instructional designers, we are working with stakeholders to develop performance solutions to meet their needs. When we develop and sell a solution to them, we need to make sure it is within the monetary budget but we also need to make sure that we don’t exceed our stakeholder’s budget in any of the other areas of cost:
|Time||Be sure to value the stakeholder’s time and make the most of meetings with stakeholders, and do the legwork and solution development outside of meetings.||
|Effort||Limit the efforts you require of stakeholders to that which only they can accomplish.||
|Emotion||Make sure stakeholders know that you understand the issue and want to find the best solution for them, that you value the opportunity to be of service to them.||
By making sure that stakeholders do not exceed their budget in all areas of cost, we develop satisfied customers. This means we will have their trust for the future and they will see our value as a resource. Our solution may not always be the cheapest, but they will know that we are giving them the best we have to offer.