As we recently discussed, long-term customers provide many financial benefits to your company. In fact, strengthening current accounts is one of the most effective methods of boosting profits. Recruiting new clients usually costs a pretty penny, so many world-class organizations focus on increasing up-selling and cross-selling to current customers instead. Unfortunately, many salespeople avoid these techniques because they are afraid that suggesting additional products or services could scare of… Continue

If today’s revolutionary business leaders were to outline a declaration of their dictums for business success, would they claim that all customers are created equal? I doubt it. Just like parents, business leaders can’t help but notice that each customer is unique. And although they might not admit it, most business leaders acknowledge that long-term customers are treated differently than new customers. Why? Because long-term customers bring certain unique benefits to any organization.

First, l… Continue

The old maxim ‘men are from Mars and women from Venus’ has been explored in relation to websites before but I thought I might conduct my own, highly scientific, experiment to see if differences between the sexes might be used when constructing customer experiences.

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Does anyone have first-hand experience with programs that had executives reaching out to top new clients to welcome them to the company? Or do you know of any reports that measure the effectiveness of outreach programs such as this?

thanks
Linda