Old Gus and his pump

Guest post by: Trent Leyshan
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Find fear before it finds you - By Trent Leyshan

How hard is it to find good old fashioned service these days?!

I mean the kind of service that makes you feel all warm and fuzzy inside? The type of interaction between two people that creates such a meaningful experience for you - you just have to tell other people about it?

We all love great service. So why then it is so bloody hard to find?! Great service is not that difficult to achieve. All it takes is some commonsense and a willingness to make other people feel good. It's that simple. In fact, it's so easy anyone can do it and it takes very little effort.

If you have ever attended one of my Naked Salesman programs, you will know that most of what I recommend can be adopted at zero cost and minimal effort. And that's the beauty of it. This is not fluff - it's the fundamental stuff that is easy to do, but easier to forget. Particularly when you are time poor, stressed and under pressure. You dont need to sell-upwards in your company to get it done. You dont need to release big budgets to make it happen. It's all up to you. You can apply this stuff tomorrow, if not right now, there is nothing stopping you.

Let me give you an example of what I'm talking about:

Not far from where I live is a petrol station run by an old man whom I call Gus. Gus is about 160 not out, has a long grey spindly beard, and shuffles in slow motion as he walks from the station office to the petrol pump. His petrol station is slightly rundown and doesn't possess the flashy signage and features many of his nearby competitors display. Yet Gus has something other petrol stations in the area don't: he's got a constant line-up of customers.

When you go to Gus's petrol station you may need to wait a few more minutes than you normally would at another petrol station. But you don't mind because Gus takes his time and gives you good old-fashioned service. He shuffles over to your car, says g'day, and asks how your day is. He then proceeds to ask if you would like you car filled-up, pops the pump in your petrol tank and washes your windshield while you wait. Sometimes he will tell you that your tyres are low and, on demand, he pumps them up for you.

Gus does all of this at his own time and expense. Gus is from the old school - he's been around longer than most, so it's clear he understands what makes people tick. Gus is not doing what he does to get a promotion, nor is it a cheeky publicity stunt to attract attention. He's doing it because he loves it and it's who he is. Clearly, all his customers love it too.

I drive past three competing petrol stations on my way to see Gus. Both are closer and sell the same product. But I'm not interested in same-same. And I have never looked at the price. Gus could be ripping me off blind and I wouldn't know - but I know he's not. So long as Gus is on the pump I'll happily line my car up and wait the extra few minutes for him. He's that good and makes me feel that special!

How many of your customers talk about you like this? If not, why not?

Yes business it tougher, more competitive, margins are narrowing, markets are broadening, we have less time, more stress, added demands and pressures, technology is evolving, things are getting smaller and faster.... blah, blah, blah!

This is the reality, so get over it. The winds of change have always blown and always will. Dont use these winds as an excuse to give your customers average or bad service. Your better than that! What is cool today is outmoded tomorrow. But one thing will always remain as a constant:

"People will always desire to be accepted, respected, appreciated and remembered.

Never forget that. I guarantee if you dont - your customers will never forget you.

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Find fear before it finds you - By Trent Leyshan

About the Author: Trent Leyshan

RSS for Trent's articles - Visit Trent's website

Trent Leyshan is founder, CEO of BOOM!

A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople.

Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev.

He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies.

Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success!

BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.

Click here to visit Trent's website.

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