prospects

The 3 Key Moments of Enduring Customer Relationships

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It’s no secret that enduring customer relationships are grounded in what the customer believes about your organization – how they feel about your commitment to their success. There are 3 decisive moments that validate the value and endurance of your customer relationships. Doing more than expected during these 3 key moments strengthens the customer’s trust in and reliance on your company, profoundly influencing why they continue to choose you. Your “First Contact” Moment: Customers care …

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3 Decisive Relationship Moments

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For sales people seeking to build enduring customer relationships, there are three decisive moments. Acting with empathy and urgency during these key moments will earn you the customer’s enduring preference. 1. The “First Contact” Moment: Invest the majority of your time learning your prospect’s story, needs and goals. They want to tell you, so ask them. Then, explain how your company’s offerings produce value that resolves their problem and contributes to their success. Prospects become …

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“I Can’t Get Meetings With Prospects!”

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So goes the common refrain from eager new sales people whose primary responsibility is to find new customers. Here are three ways to breakthrough and get meetings with prospects: Plan your attack.  Prospects don’t care about your product or service – they care only about the value you can produce for them.  Rather than knocking on any door you see, identify target prospects within market niches successfully served by your company.  Learn how your product …

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Speed Is No Excuse

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Responding to inquiries with urgency is a productive principle, but don’t let your speedy reply cost you. Recently, my friend Susan provided a prompt, comprehensive quotation in response to a request from a prospect she has been pursuing for months. She was complimented by her contact for her sense of urgency, her thoroughness in addressing stated needs and her competitive price and delivery. Susan lost the order. Susan’s quotation was specific and complete. Hers was …

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