It’s here, right in front of us …

Yes, people do indeed buy from people Charlie, especially those with a distinctive, unique selling proposition. That special something within that we cannot find elsewhere.

Isn’t that the point David, we all carry our own USP, don’t we? The unique selling person?

Agreed, but not all of us put the work in to be able to offer the definitive difference. I’ve seen many people lose out on the opportunity by failing to close with confidence during the pitch.

Not all of us are pitching right away David.  We all have our own very different way of engaging people. During the initial introductions, I’m not entirely sure the selly-sell is the best way to go.

For some, we embrace the person before the product and services. Business is personal and I’m a people person. Face to face and in front of them, I like to dig a little, take time for a one to one …

OK, I knew we’d be down this route … so why so many purchases online Charlie? Grocery, electronics, music, you name it and you get it without any human interface.

Good point David. Saving time and resources is important so we’re all tempted by a bargain. Some purchases have different values to any one of us, we look around for them, although for those important buying decisions, especially for those directly affecting the business, accountancy maybe? HR services, creative services, strategy, referral groups, not to mention those important trade partnerships?  I’m one of those looking to engage the person first.

I do agree with you David, the online experience gives all the opportunity to be the best-informed, thrifty shopper without being seen or consulted, or sold to. For me, if knowledgeable service and engagement are important, don’t you think it’s at least useful talking to the vendor about the product?

So, how do online recommendations rate with you Charlie? 

I take my advice from a trusted friend David …

Ok, we’ve found a little common ground David and I’ve learned a little more about you during our conversation, so, what can you tell me about your business that I haven’t just found out?