Result: Saved my largest account; then added 20% additional revenue

How did The Power to Know® help?
“Increased competition in the last three years has convinced many of my clients that our products are simply commodities, indistinguishable except for price. I asked the buyer at my oldest and largest account for Power to Know® feedback, confident that my loyal buyer would be positive.

“I was shocked to see that my lowest-rated item was ‘being straight-forward and candid.” I learned in my follow-up meeting that my client perceived me as consciously pricing our products just slightly above the competition, at a margin, advantageous only for me. He saw his ongoing loyalty as an opportunity for me to take him for granted, with little advantage to him.

“The bottom line was that my client was right — I had taken him for granted. My oversight was not intentional, but it had undermined the trust I had worked for years to develop. While pricing was important, the more critical issue was that my client attributed a small price differential to my lack of honesty.

“It was clear from our meeting that the account was truly in jeopardy. Had it not been for The Power to Know® review, it’s virtually certain that I would have lost my most important account.

“Within two months of my meeting I received expanded business. I credit my Power to Know® follow-up meeting for that success.”