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Casual Articles - Don't Manage All Customers the Same Way
Today, I spoke with Dr. Ken Gibson, Founder of LearningRx, and listened to quite a fascinating story of an entrepreneur. Ken was an Optometrist, with a strong interest in business, and at some point, provided business consulting to over 300 Optometrists, before developing the methodology for training people to learn that is now at the heart of LearningRx.LearningRx provides cognitive skills training that improve the brain’s ability to process informa
Consider the following sales tactics to move them to the next group:
1. Explain to your shipping personnel that this is a new customer. Ask them to make sure that they goes the extra mile to ensure that there are no backorders and that they make certain that the com
In a face-to-face sales presentation, prospects inevitably have certain objections or fears about buying a particular product or service, AND/OR about selecting the most qualified supplier.A skilled salesperson is a master at overcoming these objections. The challenge is, when you write copy you don't have the luxury of knowing how people are feeling about your sales message. With that, it's important to overcome any objections in your copy, in advan
All customers deserve to be treated fairly and ethically, but all customers don’t merit the same amount of your time. So by categorizing them, it’s a lot easier to determine how and where to concentrate your selling time.
Let’s begin with listing your prospective customers as a target category. Not all customers in your trade area are viable prospects. Some of them are not creditworthy. Some are simply too small to justify the time it takes to cultivate into full-blown customers. Some need to be pruned like deadwood.
Before the prospect makes an initial purchase, you’re on the outside looking in. Your goal at this point is to earn the right just to quote the prospect. Without the prospect’s trust and confidence, you are highly unlikely get an initial order, regardless of the competitiveness of your pricing.
But just as soon as you do earn your first order from a prospect, your strategies and tactics must change. Just don’t make the mistake of believing that your incredible sales skills have eliminated the competition. Just the opposite may be the case. The prospect may be merely using you as a vehicle to get your competitor’s attention.
However, once a prospect does make an initial purchase, he or she must be moved into a different category -- the New Customer Development Group. While the New Customer Development Group is “on the books,” they most likely retain quite a bit of loyalty to the competition. But you do have your foot in the door, which is an essential first step.
Consider the following sales tactics to move them to the next group:
1. Explain to your shipping personnel that this is a new customer. Ask them to make sure that they goes the extra mile to ensure that there are no backorders and that they make certain that the comp
The Offshore companies in modern business the offshore companies and offshore business - the important component of modern economic. The offshore company opens to its owner practically unlimited opportunities of access on the international financial and investment markets. You have an opportunity opening through the company of bank accounts in any banks of the world and reception of corporate credit and debit bank cards.You have an opportunity openin
Let’s begin with listing your prospective customers as a target category. Not all customers in your trade area are viable prospects. Some of them are not creditworthy. Some are simply too small to justify the time it takes to cultivate into full-blown customers. Some need to be pruned like deadwood.
Before the prospect makes an initial purchase, you’re on the outside looking in. Your goal at this point is to earn the right just to quote the prospect. Without the prospect’s trust and confidence, you are highly unlikely get an initial order, regardless of the competitiveness of your pricing.
But just as soon as you do earn your first order from a prospect, your strategies and tactics must change. Just don’t make the mistake of believing that your incredible sales skills have eliminated the competition. Just the opposite may be the case. The prospect may be merely using you as a vehicle to get your competitor’s attention.
However, once a prospect does make an initial purchase, he or she must be moved into a different category -- the New Customer Development Group. While the New Customer Development Group is “on the books,” they most likely retain quite a bit of loyalty to the competition. But you do have your foot in the door, which is an essential first step.
Consider the following sales tactics to move them to the next group:
1. Explain to your shipping personnel that this is a new customer. Ask them to make sure that they goes the extra mile to ensure that there are no backorders and that they make certain that the com
Getting into law school can be a very arduous task for aspiring students. You need to start as early as your freshman year in high school if you decide that being a lawyer is what you really want to do for the rest of your life.Do not be misled by the rosy portrayal of a lawyer's life in TV or in the movies. In real life, lawyers would have 12 to 18 working hours, especially for those who are aspiring to be partners in their respective law firms.on the outside looking in. Your goal at this point is to earn the right just to quote the prospect. Without the prospect’s trust and confidence, you are highly unlikely get an initial order, regardless of the competitiveness of your pricing.
But just as soon as you do earn your first order from a prospect, your strategies and tactics must change. Just don’t make the mistake of believing that your incredible sales skills have eliminated the competition. Just the opposite may be the case. The prospect may be merely using you as a vehicle to get your competitor’s attention.
However, once a prospect does make an initial purchase, he or she must be moved into a different category -- the New Customer Development Group. While the New Customer Development Group is “on the books,” they most likely retain quite a bit of loyalty to the competition. But you do have your foot in the door, which is an essential first step.
Consider the following sales tactics to move them to the next group:
1. Explain to your shipping personnel that this is a new customer. Ask them to make sure that they goes the extra mile to ensure that there are no backorders and that they make certain that the com
In the early days of my first consulting business, I knew I needed some sort of plan to give me the greatest chance at success. I took many a wrong step, yet in the end I managed to put a solid business together.I had learned through bitter experience that forming a successful business is to be conscious about the kind of business, and the sort of life, I wanted to have. I spent long hours thinking and writing about what I believed, what I wanted fro
However, once a prospect does make an initial purchase, he or she must be moved into a different category -- the New Customer Development Group. While the New Customer Development Group is “on the books,” they most likely retain quite a bit of loyalty to the competition. But you do have your foot in the door, which is an essential first step.
Consider the following sales tactics to move them to the next group:
1. Explain to your shipping personnel that this is a new customer. Ask them to make sure that they goes the extra mile to ensure that there are no backorders and that they make certain that the com
Dear Bill:A couple of years ago, I heard you speak at a Western Building Material Association meeting in Washington State. In that program you made the statement that most salespeople in our industry spend too much time performing tasks and too little time engaged in the act of selling.This statement confuses me. My manager‘s idea of selling and yours are miles apart. He has instructed us to make at least one prospect call each day and do o
Consider the following sales tactics to move them to the next group:
1. Explain to your shipping personnel that this is a new customer. Ask them to make sure that they goes the extra mile to ensure that there are no backorders and that they make certain that the company lives up to its delivery commitments.
2. Coordinate with your dispatcher or operations personnel the timing of the initial delivery so you can arrange your schedule to arrive on site at the same time the driver makes the initial delivery. Wow! This is really impressive. It shows the new customer that you’re not taking lightly the opportunity he has given you. I recall one salesperson that actually accompanied the driver to make the first delivery to let the customer know how much he appreciated the opportunity to serve him and how committed he was to excellence.
3. Especially during the first month or two of the new relationship, take time to personally go over each of your new customer’s invoices. You might gain extra mileage if you attach a Post-It Note™ to the statement, communicating that you have reviewed all invoices for accuracy.
Once the customer begins to purchase from you on a routine basis, it’s time to move him or her into a new category, that of Established Customer. These are the customers who have learned to trust not only you, but your company, as well, to take care of their product and service needs. You have proven yourself, so now you are an “insider.”
This when the 80/20 rule comes into play. Among your list of Established Customers you’ll find a group of Core Customers. This group will make up the majority of your sales and therefore deserve the lion’s share of your attention.
Customers can earn Core Customer status only if they have first become Established Customers. So to get the most mileage out of your selling time, work customers
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