Not long ago, on my daily business news broadcast, we had a story about how the Internet has
changed the way many buy their vehicle. It's not only that you can buy "on-line" but, more importantly, the consumer now has the same, or more, information about the vehicle than the car dealership.
That fact changes the dynamic greatly. Now, the purchase isn't so much about "best price" or "availability" but how the salesperson at the dealership builds a relationship with you the customer.
No longer "hard data" it's now all about "soft skills".
This shift has happened across the business landscape. The power of knowledge is in the hands of the consumer in most instances. Now the focus, for salespeople everywhere, is about building long and lasting relationships. And, given the availability of social media, it is easier than ever to engage your existing and potential customers.
Oh, and that hand-written note that's put in the mail with a real stamp...bet your customer will smile and keep it long after that shout out on Facebook.