When I talk with potential clients about our answering services, there is one main challenge: the determination of what is most important to them … cost or value?
Many of the people I speak to lead with the question, “What are your rates?” I always answer this question with a question; one that often makes people laugh. “What are you looking for an answering service to accomplish for you?” The response is nearly always, “I want you to answer the phone.” No real shock there, which leads me to the next question, “Aside from answering your calls, what else will our live agents be doing for you and your callers?” Price shoppers nearly always circle back to cost before answering. However, if the caller is not just looking for fast, cheap service, we are on a more relevant topic.
When callers circle back to price, I immediately know that we are not a good fit. We are not the cheapest service, and most importantly, we do not want to be a simple line item on a spreadsheet. The opportunity to build a partnership ceases to exist when cost is the determining factor for my buyer. If you are shopping for an answering service, shouldn’t the most important question be, “How much are my calls worth to me and my business?”
If I don’t provide our potential clients with top-notch customer service from day 1, then why should they trust my company to provide their clients with the same? I hope you found this article helpful, if you have any questions you can contact me on my direct line at AnswerFirst: 813-636-3975 or send an email to: firstname.lastname@example.org
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