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How selling professional can stop struggling to create and keep profitable customers, simple strategies that turn every business relationship into profits guaranteed.
January 31, 2004
According to the Information Technology Services Marketing Association (ITSMA) technology and services marketing leaders face enormous challenges. Their research exposes six challenges, listed here with a few actions you can take to overcome them:
(Continue ... Six Challenges Faced By Technology And Service Marketers)
January 30, 2004
Epicurus. "Do not spoil what you have by desiring what you have not; but remember that what you now have was once among the things only hoped for." [Motivational Quotes of the Day]
While this might sound elementary, when you seek to grow business relationships you want to build on existing contacts rather seeking new ones. The people you know today are the people you sought yesterday. Why throw away the investment you have placed in them to this point?
(Continue ... Existing Relationships Carry Hidden Gems For Your Business)
January 29, 2004
Why lead nurturing works. In a complex sale, my experience is, most of the selling actually happens when the sales person isn't there. [B2B Lead Generation Blog]
Brian Carroll provides some great advice for cultivating a lead, with great emphasis on building the relationship instead of pushing for a sale. I have found that in 9 out of 10 cases, building a client relationship around a prospects needs, desires, concerns, objectives, before asking for a sale leads to 23% higher conversion rates.
(Continue ... Courting Your Leads Before Selling Increases Conversion Rates)
January 28, 2004
Most executives want short-term increases in revenues but really need increases in profits that can help their company grow over the long-term. It's a constant struggle being stretched in two directions. Here are some simple techniques to increase profits that also can improve short-term revenue.
(Continue ... Increase Short-Term Revenue Without Hurting Profits)
January 24, 2004
William J. H. Boetcker. "That you may retain your self-respect, it is better to displease the people by doing what you know is right, than to temporarily please them by doing what you know is wrong." [Quotes of the Day]
Don't expect to grow business relationships with anyone if you seek to please everyone. Sometime you have to disappoint the people closest to you-- even deny customers the services they request. How can this seemingly contrary advice improve relationships?
(Continue ... Retain Self-Respect By Doing What's Right For The Customer)
January 23, 2004
How can a company produce short-term revenue while investing in a long-term customer partnership? Ciaran Nagle, a reader of Inside Strategic Relations, and I have mulled over this question in a recent conversation. Here are a few of our ideas that you can use today:
(Continue ... Ways To Produce Short-Term Revenue With Long-Term Gains)
January 16, 2004
Scott Allen and I were chatting about privacy concerns that arise when a company shares all their contacts with a third-party. This is an important consideration when you add your customers contact information to social networking environments like Spoke, LinkedIn, or one of the many others. Privacy matters in building any type of relationship.
(Continue ... Privacy Is Important To Any Type Of Relationships)
January 15, 2004
The media is a buzz with news of social networking software. Using the Internet to network is becoming all the rage, of course, there was this much excitement when the business card was invented. I've been on-line since 1989 and don't lend myself to the hype being presented, but will agree, some people are finding useful ways to develop new relationships on-line.
(Continue ... Connect With Others The Way They Want To Receive You)
January 11, 2004
What's the Purpose?. Peter Drucker said, "Because its purpose is to create a customer, the business has two basic functions: marketing and innovation. Marketing and innovation produce results, all the rest are costs." [What's Your Brand Mantra?]
It's really funny to see intelligent people argue over the purpose of business. Especially since every business has different objectives. In my own mind, one of the purposes of a business is to create profitable relationships between parties with mutual objectives.
(Continue ... Make Building Profitable Relationships Part Of Business Purpose)
January 1, 2004
The New Internet Gamble. Venture capitalist have poured $100 million into the social software space, according to this story. One scenario has on-line social networks evolving into places for buyers and sellers to connect directly. [PaidContent.org]
Social networking software is all the rage, just like the Internet was in 1999. Will it turn out to be another bust? You can learn something from this renewed capital interest in business relationships-- especially now that they have the interest of venture capitalists.
(Continue ... Social Networks The Next Big Internet Crash?)
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