Exceptional Services ‘Aren’t Enough’


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You’re in for a real treat with repeat “On Point” guest and client-experience consultant Dennis Moseley-Williams. Especially if you want your firm to thrive. “Selling exceptional goods and services is no longer enough to guarantee anyone success,” he says. “Accept that simply having stuff isn’t enough. It’s not about the product. It’s not about selling and servicing. It’s about increasing your personal relevance to the client. It’s ultimately about asking: What is the consequence of a client doing business with you? How do you get people to buy into you, and not just from you?” Dennis also recommends that listeners stop presenting themselves as “generalists.” Rather, very specific niches are the key to growth and lasting relationships, he says.

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