Have you ever been stuck for what to do next to grow your business? We all know to listen to our customers. But what could we ask them (that we probably haven’t)? Details vary by business, but this usually applies: our customers can see things that matter to us, from their point of view, which we as their suppliers cannot see.… Continue reading How to get a powerful growth strategy from your customers
Do you have any problem accounts? Over time, almost any customer can seem at times like a ‘problem account’ – you do your best but nothing seems to please, payments come more slowly, and communication slows down and is less productive than before. It may not be them. It may actually be you (and that’s… Continue reading Customer Re-discovery: how you can turn your problem accounts into new business
Your selling strategy is based on your observations and analysis. Yet its effectiveness will depend on how well your view reflects what your customers actually deal with in their business environment. Your customers see different things than you do, and see them differently from their own vantage point. They have their own view of what their alternatives are what… Continue reading Customer-source your selling strategy – and increase your sales
In a difficult environment, key factors for a business to survive may not be obvious. Some lapses can be recovered from… Early warning signs may show up in the numbers, such as changes in gross profit margin customer acquisition cost customer churn (loss) employee turnover But what your customer’s business absolutely has to do to survive – where a lapse may be fatal… Continue reading What do your customers absolutely have to do, to survive?