Seth calls it "intangibles" I call it "reputation"

14 Aug

I met Seth Godin years ago at one of those kids activity centers where parents host their pre-schooler’s birthday parties. If you have kids, then you know that pre-school birthday parties means “no drop-off” thus you can’t run a few errands or stop by Dunkin Donuts. I was reading his “Permission Based Marketing” book amongst the happy screams of little kids and I notice out of the corner of my eye that 2 people keep walking past me and smiling. One of them finally approaches me and says, “My husband wrote that book!” The other person walking past me turned out to be her husband, Seth. You’d think that I’d recognize him since his handsome dome was right on the front cover of my book!

I was reading this while my kid was here

Seth’s recent post is about how intangibles are what allows you to charge more for your service vs the commodity-oriented competition. Some of his ideas include participation, enthusiasm, speed, focus, generosity and hope.

Hope? No, not “I hope this deal will close” as that’s not an viable or effective tactic for beating the competition. Instead, “is your offering going to be something great.”

As I’m reading this blog, it struck me that I consider all these intangibles to be my reputation. Just like an intangible, it’s hard to quantify reputation. You either have it or you don’t. Your reputation with your customer is what keeps them coming back to you instead of saving money with your competitor. Your reputation is what gets you the warm welcome when you meet with prospects.

Here’s a few suggestions of mine on ensuring you have the intangibles, the reputation, it takes to compete and win.

2 Responses to “Seth calls it "intangibles" I call it "reputation"”

  1. Michael Kreppein September 6, 2008 at 8:48 am #

    Debbie Boucher had more to say about this post and reputation at Trish’s blog

    http://blog.bridgegroupinc.com/blog/tabid/47760/bid/6537/What-is-Your-Sales-Reputation.aspx

Trackbacks/Pingbacks

  1. Inquisix - Selling by Referrals » Blog Archive » When a referral is not a referral - October 28, 2008

    […] thinks this behavior is worse than a cold call because it damages the reputation of the person giving out the contact information and the person acting on that […]

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