Posts Tagged ‘Relationships’
Incumbency is Not a Strategy
When you first onboard a new customer, you immediately enter the honeymoon period. You’re thrilled to be working with them, and they’re thrilled to have your products or services.
Read More 4 Essential Elements of Customer Engagement
Every company provides customer service, and good customer service just doesn’t cut it anymore. Your customers expect a lot out of your company. They want an experience, not an uneventful interaction.
Read More When’s the Last Time You Visited a Customer?
One of the most fun things I get to do is spend time with sales people calling on customers. There’s something about being with a sales person (particularly a good one) in front of a customer that changes your perspective.
Read More The Referral-Based Mechanic
In his new book, Enhanced People Skills, John Terhune tells a great story about bringing his car to his mechanic for servicing (the warranty with his dealership had expired).
Read More How Much Are Your Customer Relationships Worth?
There’s always a lot of argument about the way companies value their customer relationships as a percent of the value of the company. The value of customer relationships falls into the category of an intangible asset when looking at the balance sheet of a Corporation.
Read More How Well Do You Know Your Customer?
My friend Tim Ohai has a brilliant bet he makes with sales people. He puts a $100 bill on the table, saying, “If you can talk about your customer, their problems, opportunities, and challenges for 20 minutes, without ever mentioning your products, the $100 is yours.”
Read More 10 Reasons to Attend a Conference
I frequently hear distributors say that they can not justify the cost of attending national conference. There are LOTS of reasons to attend a conference both regionally or nationally
Read More Show Your Customers That You Care
I think that the trust goes far beyond trusting your brand promise or trusting that your product will perform. No doubt that’s part of the equation but I think it’s more than that.
Read More Reverse Scorpions
Many are familiar with the story about the scorpion who asked the frog if he could hitch a ride on his back in order to cross the lake.
Read More When First Becomes Last
Lately we’ve looked at placing other peoples’ interests first and how, far from being self-sacrificial, it’s actually the key to building successful business and personal relationships.
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