Growth: Expanding Customer Accounts

In order to succeed in the long-run you must continuously grow your relationship with your customer. Growth only occurs when both parties increase their investment in each other; i.e. your customer buys more products and services from you and your organizations. Now that your customers are loyal to your brand and advocates of your company’s…

Growth: Building Customer Advocacy

In order to succeed in the long-run you must continuously grow your relationship with your customer. Growth only occurs when both parties increase their investment in each other; i.e. your customer buys more products and services from you and your organizations. The goal of customer advocacy is to empower your customers to become ambassadors for…

Growth: Building Customer Loyalty

In order to succeed in the long-run you must continuously grow your relationship with your customer. Growth only occurs when both parties increase their investment in each other; i.e. your customer buys more products and services from you and your organizations. The first step in growing a customer account is building customer loyalty. Customer loyalty…

Purchase: The Buyer’s Process

The Buyer’s Process The final step in the purchase process falls on the buyer making a purchase decision. The steps include:  Consideration Negotiation Purchase Consideration The buyer has now decided to consider your offer. At this stage, they will most likely review your proposal with the goal of gaining the alignment of other internal decision…

Purchase: The Sales Process

The Sales Process Now that you’ve qualified your leads, it’s time to put them through your sales process. The desired outcome of this stage is to get new customers to purchase your products and services. The sales process refers to the actions taken by the account executive to present a company’s offering to a prospective client.…

Purchase: Lead Generation

The goal of this stage is to build a funnel of potential customer leads. These leads will be given to your sales team to pursue and close. The 2 basic steps are:  Intelligence: Gathering information on potential leads Qualification: Qualifying those leads against a set of desired criteria Let’s look at these in more detail… Sales…

Building Awareness: Offline Marketing

Offline marketing, or better put ‘traditional marketing’ refers to promotion done through the use of physical or face-to-face channels. Press & Public Relations Press refers to any written promotion of your company’s products and services. The theme here is that people read about your brand in their common channels everyday channels. These channels are useful…