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Category Archives: Marketing/Sales
Do You Meet with Your Staff Regularly? – make these meetings more productive
A recent article in the New York Times business section, “You’re the Boss: the art of running a small business”, by Paul Downs, “The Comment That Changed My Business“ spoke of this owner’s experience with holding weekly meetings with his employees. … Continue reading
A Silent Client Is Not Necessarily a Happy Client
Are You Holding Silent Clients in Contempt? Do you think that a client who patiently waits for you to get work done for them without complaining is a happy client? In a world with lots of squeaky wheels and more demands than … Continue reading
Mastodons and Customer Relationship Management
What might mastodons have to do with Customer Relationship Management? In a recent discussion with the leadership team of a small engineering firm I listened as they reported on their progress working with a medium size firm on the second … Continue reading
Unhappy Prospects and Customers – a gold mine
A client told me a story today that illustrates a principle that every business owner or manager needs to embrace and act on. Unhappy prospects or customers are an opportunity to display your real value and win a fan for … Continue reading
Posted in Marketing/Sales, Quality System
Tagged customers, Facebook, Fact-based, feedback, Google Alert, problems, prospects, results, social web, Twitter, Yahoo Groups
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Understanding Your Customers Comes Before “The Five P’s of Social Media”
In his posting The Five P’s of Social Media–Where Do You Start? on the Fast Company site, Lon Safko writes about where to get started in social media that: “The Five P’s are; Profiles, Propagate, Produce, Participate, and Progress”. His … Continue reading
Posted in Marketing/Sales, Web/Internet
Tagged customer value, customers, FAB, features advantages benefits, Greg Jarboe, key word, low fare, Marketing/Sales, pbs newshour, Sales, seo, social web
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Podcast – Increase Your Value Through Customer Perception in Professional Services
Increase customer perceived value by managing expectations, making services visible, and following up.
Increase Your Value through Customer Perception in Professional Services [ 12:41 ] Play Now | Play in Popup | Download (1031)
Increase Your Value through Customer Perception in Professional Services
Most professional services firms, and many other companies where services are a significant component, are troubled by customers who do not perceive or understand the true value of what they are providing. They have difficulty getting customers to pay for upfront diagnostic/assessment work, concept modeling, … Continue reading
Podcast – “Price is only an issue in the absence of value”
Learn where value really comes from and how to leverage total value.
“Price is only an issue in the absence of value”
At a recent business meeting, Stephen Giulietti (VP Wealth Management at Smith Barney, Boston), dropped this business aphorism in the midst of a story, “Price is only an issue in the absence of value.” This pithy little sentence reminded me … Continue reading
Podcast – Hiding Innovations from Customers
“Push here to lock end” – are you hiding innovations from customers?