Back to my Panera experiences (I could probably write that book!). About a year ago they started a rewards program. I am, personally as Kathy consumer, a fan of these in general. I KNOW they are looking to build loyalty and frequency and I KNOW the establishment in question is possibly not the lowest price, but it does work (ask my husband who dares to buy a health product from Publix and not CVS)…but I… Continue reading
At the same time, Richard needs to learn a lesson from this episode. He bears some responsibility for letting himself and his company get into such a vulnerable position. It’s his job to make sure that customers receive the level of service they’ve been promised and feel loyal to the company, not just to the employees they interact with on a regular basis. If those employees are their exclusive contact… Continue reading
Lead Management through customer centric focus supports sales 115%. No salesperson wants to work hard to get a customer only to learn they no longer buy from your organization! A true salesperson builds a very solid relationship with his customer and relies on this relationship for ongoing business and to build an advocate from their customer base, who will keep on giving.
Selling does not stop when you get the business in fact that’s when… Continue reading
The qualified lead is interesting to me. There are some who would say that a qualified lead is represented by the person who has the authority, money and need. The landscape has changed.
Research has shown that 97% of consumers do search online prior to making a decision to buy. They were also influenced by social media to a great extent. They will seek references from online platforms and talk to people before they might… Continue reading
Before you even begin to think about generating leads, you should have a clear understanding of how your business gets new customers, what their average order value might be, what their lifetime value would be for you, and – my favorite – their own buying cycle.
You should determine your market and what a great prospect looks like: what qualities should they have that will suggest they could buy from you? Recently, Dean Akers, a… Continue reading