With more information available to us on products and companies, plus the growing range of online shopping venues, customer loyalty retention has become more difficult to sustain. So senior management, and especially customer service departments, must have a greater understanding of what their customers really want.
For those of us who truly care about our customers and make that care apparent to them, the good news is that so many other salespeople just focus on the deal, and do not demonstrate this same caring. Customers are, after all, just people like the rest of us. They need to feel good about themselves, and they prefer to do business with people who make them feel special.
Whether your company is entering a new market, or you merely want to be more effective at marketing to your traditional types of customers, it is important for you to understand the issues, needs and preferences of the kinds of people and companies you are targeting.
This is the first in a series of articles on how to achieve Top Sales Effectiveness. Each installment explores a different set of skills. Part 1 explores what you must do to become a memorable salesperson by creating an “Experience.”
Everyone at a networking event is there to develop new business or to reinforce current relationships. So how can you make yourself stand out in a crowd of people who all have their own agendas? Try these six ways to capture the attention of others at your next networking event.
What is your position in your company? What does you customer want your position to be? You can be anyone your customer wants you to be if you follow this simple advice.
Building lasting customer relationships is essential today, but it’s a complex process involving many steps. In this second of a two-article series, Tim talks about building relationships through integrity, professional behavior, managing conflict, interest and concern.
Getting referrals is one thing; getting the right ones is another matter altogether. The wrong referrals just waste your time following up on situations that will never close. That’s why Targeting is an essential part of your referral sales plan.
The best marketing agencies will ask many questions to fully understand your unique business goals. Give them a running start by preparing a write-up with the highlights of who you are and what you need the agency to accomplish.
Whether you call it “About Us” or “Our Services” or something more enticing, every strong website needs a page that gives first-time visitors a quick idea of what you do and why customers do business with you. If visitors don’t quickly see a fit here for what they need, they will move on to another company.