"Women Will Go Without Coffee, Or Having Their Nails Done, But They Won't Go Without Makeup"

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San Jose's Mercury News has a series of 7 articles about how the economy is effecting business but the headline for this one really struck a chord and the story behind the quote...

"You wouldn't know we were teetering toward recession by walking into Merle Norman Cosmetics. Customers buzz about the narrow aisles, scooping up cleansers, toners, powders and moisturizers, ranging from $16 to about $45. These loyal devotees of owner Sandra Ervin have been boomeranging back here for years. "

How many clients do you have that are just like this cosmetic business?  They have loyal customers, good margins, friendly staff, good customer service, and a product that is considered a necessity? 

"The chain store's been here for 25 years. Ervin has worked the past 10 and owned the franchise with her husband the past six. She's a fiery redhead, a live wire, a people person extraordinaire. The world may be going to hell. But Ervin is too busy prettying up her clientele to notice.

"We've had no real drop-off in sales," she says. "If you know your business, and you help people year after year, that goodwill comes back to you in spades."

Are you helping your clients tell the story of why they are a necessity?

To read the article click here