Remember that a person´s name is to that person the sweetest and most important sound in any language.
—Dale Carnegie’s 6th Human Relations Principle
Regardless of whether you’re B2B or B2C, then check out this link (Thanks, Tom) to Mark Riffey’s blog, Business Is Personal. Mark outlines seven steps smaller businesses can take to compete with bigger businesses such as Wal-Mart.
I agree with every one of them. I would also suggest you read one of my earlier posts about an extra service you can perform for your customers.
If you can’t beat ’em on price; beat ’em on service. Don’t compete against their strengths, compete against their weaknesses (see Mark’s point about small businesses selling what Wal-Mart doesn’t).