CRM systems can spit out data quicker then we can download the latest app. Our CRM enables us to look at the latest sales data in more ways than augmented reality or 3D technology. But like many of the thrillers or mystery movies that we get lost in, CRM data can easily take us [...]
One the best indicators is the state of your top clients. Ask yourself these five questions. 1. Are my top clients growing and am I keeping pace with their growth? If your clients are growing and you are not, then there’s a strong chance you are losing market share and therefore share of wallet. That means someone [...]
"It is not the employer who pays the wages. Employers only handle the money. It is the customer who pays the wages." - Henry Ford.Hmm! Well in a way, I agree with this statement, as long as it gets everyone focused on the fact that without customers, you're not in business and don't have a job! [...]
Listening…it’s such a passive action that most of us just don't do it!If we are not driving, we are sleeping, and if we are at work we are texting, e- mailing and talking...but rarely listening and I mean really listening. Copyright: iqoncept / 123RF Stock Photo Listening appears to be a declining skill because listening means [...]
What I have tried to do each week is write an article to provide useful and practical information that can be used by anyone who has key relationships with their accounts i.e. clients or customers. That spreads the net rather wide doesn’t it? We all have customers whether they are internal or external to our [...]
Even if you don’t follow tennis that much, the recent Women’s Semi-Final at Wimbledon was not only enthralling but also offered some interesting insights. The semi-finalists were Serena Williams from the USA and Maria Sharapova from Russia, seeded 1 and 2 respectively. They had played each other 20 previous times and Sharapova had won only [...]
We all know that building meaningful relationships with customers is based on providing value over time and establishing trust.By adding more value to our relationships we are able to look at ways of exploring more business opportunities together. But to do this we need a robust and repeatable process that can be measured, adapted and [...]
We have numerous contacts at our customer but have we ever invested time to really understand their roles and whether they are the people we should be investing our time with? In a previous article, I discussed why it is important to have a Customer Relationship Plan. Such a method considers the relationship roles, where [...]
There are situations where to keep our all- important relationships we need to resign our client.Have you ever felt trapped? Feeling like you are not delivering what you should be for a variety of reasons, and all your instincts and core values tell you this is wrong, but the income keeps you doing it?About two [...]
How To Understand The Needs of Your ClientHave you ever had problems with a client not believing you really understood their issues and needs?One of the biggest challenges I have faced with various clients over the years is being able to establish credibility and have them believe that I understand their problems thoroughly, so any [...]