Tags |
|
|
Links |
|
|
Casual Articles - Are You Really Making The Most Of Your Most Important Customers?
The director of quality and training for a large organization was driving me back from lunch. She navigated through new construction and arteries of roads that hadn't existed six months before. The Virginia Technology corridor was booming as one office building after another became the nerve center for a new corporate headquarters or regional office. Once we glided into a parking
To-days clients/customers are looking for vendors who can be business-partners, who are willing and able to share risks and who are able to properly manage the entire sales process.
Fact: It costs seven times as much to locate and sell to a new customer as it does to an existing one.
Are you making the most of
Cleaning companies have a variety of marketing methods open to them for gaining new clients.· Telesales · Yellow pages advertising · Thompson’s Local Directory · Mailing lists · Leaflet drops · Newspaper advertising · Journal advertising · Direct selling · Internet advertisingIn my own experience cold calling on companies has n
Another major issue is that too often the salesperson fails to expand his “contact base” as this next survey proves which results in vulnerability and exposure to competitive activity
Periodically, the Financial Times conducts a survey of British industry to establish how companies go about their purchasing. The survey is very comprehensive, broken down into many kinds of products and services.
From a Sales Director’s perspective, these are very worrying statistics.
Customer size (Number of employees): Less than 200
Average number of buying influencers: 3.43
Number of influencers visited by salespeople: 1.72
Customer size (Number of employees): 200 – 400
Average number of buying influencers: 4.85
Number of influencers visited by salespeople: 1.75
Customer size (Number of employees): 401 – 1000
Average number of buying influencers: 5.81
Number of influencers visited by salespeople: 1.90
Customer size (Number of employees): 1001 +
Average number of buying influencers: 6.50
Number of influencers visited by salespeople: 1.65
In essence, without a sustained approach to ongoing servicing and support activities, customers that took months to win are ultimately lost because there was a lack of interest from their supplier.
To-days clients/customers are looking for vendors who can be business-partners, who are willing and able to share risks and who are able to properly manage the entire sales process.
Fact: It costs seven times as much to locate and sell to a new customer as it does to an existing one.
Are you making the most of
They’re everywhere! We’re literally inundated with them day and night. No matter where we are, we can’t escape them. Yes, we’re talking about the ubiquitous, omnipresent TAGLINE!You can pretend to ignore them, that you’re impervious to them, but that’s just not so, is it?Take this little quiz and name the corporation, product or movie (answers are at the end):
Periodically, the Financial Times conducts a survey of British industry to establish how companies go about their purchasing. The survey is very comprehensive, broken down into many kinds of products and services.
From a Sales Director’s perspective, these are very worrying statistics.
Customer size (Number of employees): Less than 200
Average number of buying influencers: 3.43
Number of influencers visited by salespeople: 1.72
Customer size (Number of employees): 200 – 400
Average number of buying influencers: 4.85
Number of influencers visited by salespeople: 1.75
Customer size (Number of employees): 401 – 1000
Average number of buying influencers: 5.81
Number of influencers visited by salespeople: 1.90
Customer size (Number of employees): 1001 +
Average number of buying influencers: 6.50
Number of influencers visited by salespeople: 1.65
In essence, without a sustained approach to ongoing servicing and support activities, customers that took months to win are ultimately lost because there was a lack of interest from their supplier.
To-days clients/customers are looking for vendors who can be business-partners, who are willing and able to share risks and who are able to properly manage the entire sales process.
Fact: It costs seven times as much to locate and sell to a new customer as it does to an existing one.
Are you making the most of
Direct Store Delivery is one of the most important terms in the Wholesale Industry, especially in Wholesale Distribution. It means that you distribute to retail stores one by one.Wholesale Distributors, Retailers and Manufacturers have to familiarize themselves with how DSD works because most accounts, category buyers and anyone who’s anybody will ask you about this if you
Customer size (Number of employees): Less than 200
Average number of buying influencers: 3.43
Number of influencers visited by salespeople: 1.72
Customer size (Number of employees): 200 – 400
Average number of buying influencers: 4.85
Number of influencers visited by salespeople: 1.75
Customer size (Number of employees): 401 – 1000
Average number of buying influencers: 5.81
Number of influencers visited by salespeople: 1.90
Customer size (Number of employees): 1001 +
Average number of buying influencers: 6.50
Number of influencers visited by salespeople: 1.65
In essence, without a sustained approach to ongoing servicing and support activities, customers that took months to win are ultimately lost because there was a lack of interest from their supplier.
To-days clients/customers are looking for vendors who can be business-partners, who are willing and able to share risks and who are able to properly manage the entire sales process.
Fact: It costs seven times as much to locate and sell to a new customer as it does to an existing one.
Are you making the most of
When it comes to deciding if tradeshows can be an effective marketing tool for your company or business, a careful analysis of the landscape and return on investment potential is in order.To be or not to be, that is the question. Where? On the tradeshow floor of course.If the results of your analysis prove that the benefits of investing in tradeshows are worthwhile,
Average number of buying influencers: 5.81
Number of influencers visited by salespeople: 1.90
Customer size (Number of employees): 1001 +
Average number of buying influencers: 6.50
Number of influencers visited by salespeople: 1.65
In essence, without a sustained approach to ongoing servicing and support activities, customers that took months to win are ultimately lost because there was a lack of interest from their supplier.
To-days clients/customers are looking for vendors who can be business-partners, who are willing and able to share risks and who are able to properly manage the entire sales process.
Fact: It costs seven times as much to locate and sell to a new customer as it does to an existing one.
Are you making the most of
So often, new business people will print custom designed threefold advertising brochures to give to new customers. I have seen new business owners spend two or $3000 doing this and defend only using half of them because they had changed their business or their prices.It seems like an incredible waste of money and it may be smart to not print custom designed free folds glos
To-days clients/customers are looking for vendors who can be business-partners, who are willing and able to share risks and who are able to properly manage the entire sales process.
Fact: It costs seven times as much to locate and sell to a new customer as it does to an existing one.
Are you making the most of your customer base? Answer the questions below honestly and find out.
Question: 1. How many regular clients do you have?
2. Has that number increased in the last twelve months?
3. How many of them have bought in the last three months?
4. Of those ‘regular clients’, how many have you contacted in the last month?
5. Of those, in how many have you progressed upwards from the user/recommender?
6. With how many of them do you enjoy exclusivity i.e. preferred supplier status?
7. How many of your clients have bought more the ‘second’ time around than when they originally bought from you?
8. With how many of your regular clients have you conducted
an account review within the last six months?
Study your answers - Are you still confident you are making the most of your existing accounts?
Copyright © 2006 Jonathan Farrington. All rights reserved
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/36462/casualarticles-Are-You-Really--Making-The-Most-Of-Your-Most-Important-Customers.html">Are You Really Making The Most Of Your Most Important Customers?</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/36462/casualarticles-Are-You-Really--Making-The-Most-Of-Your-Most-Important-Customers.html]Are You Really Making The Most Of Your Most Important Customers?[/url]
Related Articles:
How To Get Big Sponsorship Money for Your Band, Tour, Event or Production
Two Important Keys to a Successful Business-Integrity and Reputation
Bookmark it:
|