Labeling our economic conditions sets the stage for how we’ll choose to communicate, sell, and serve. Many refer to our most recent economic climate as a service economy and others, as a connection economy.
From my experiences I see relevance for both labels, and honestly, the two have a few similarities.
Both should spark deeper thinking about how you will service your customer. They should invite deeper thought about what problems customers and clients will pay you to solve and how you’ll build relationships.
When Scarcity Is Rare
Many individuals and businesses use the principle of scarcity to drive sales. Even your career may incorporate some of this philosophy.
The best question may be, “In a connection economy is there less room for strategies based around scarcity?” Perhaps it is one of the best reasons to think differently about your sales and services approach.
Scarcity may exist in consultative sales, the value of experts, and hot new trends. Does the connection economy suggest additional considerations?
Nearly everything that you could once only seek to buy in a small radius around where you live, has changed. Now products (or services) once considered rare are available across a much larger platform. Not new, but sometimes forgotten.
What matters more? The answer is easy, your connections.
Connections matter because they have reliability and authenticity built into them. They discount the concept of the pressure sell, the do it or die, or the one-sided win.
In service and in sales, it is harder today to get forgiveness. Much easier is the path to move on.
Some suggest loyalty is gone. Yet with so many choices loyalty secures a position as scarce. The value of connections matters more, not less.
Loyalty means promises made, are kept. If you’re going to sell on scarcity make it about the value of your relationship.
Intuitive commerce exists in connections.
Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer. He is a five-time author and the founder of Appreciative Strategies, LLC. His business focuses on positive human performance improvement solutions through Appreciative Strategies®. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.