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Five Tricks to Getting Rid of the Wrong Customers and Growing Exponentially

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Michael MacNair |
Sales |
Sat, 07/05/2014 - 01:00

Let me start by saying that if you are thinking of the “wrong” customers as the ones who are mean, hard to handle, and treat you disrespectfully, then just call them tomorrow and ask them to move on. These aren’t the wrong customers, they are bad customers. What I am talking about here are the wrong customers versus the right customers. The wrong customers are the ones you serve that do not take full advantage of your value proposition and simply disrupt your ability to focus on the right ones.

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Create Infinite Growth in Business ~ Who You are Being as a Leader?

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Diane Cashin |
Strategy - Entrepreneurship - Leadership - Management - Sales |
Wed, 04/23/2014 - 22:08

One of the most impactful areas to create a radical shift in business growth and results is to be able to distinguish between “what you are doing” each day (i.e., work deliverables) and “who you are being” as a leader. All businesses are results oriented, but what is it that makes one business more successful than another in a similar market? How is it that one company can cultivate more clients, more revenue, and attract more talent to their company?

Within an organization, there is an energy flow. I refer to it as the “Infinite Possibilities Cycle.”

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MOVING FROM CUSTOMER SERVICE TO EXQUISITE CARE

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Diane Cashin |
Leadership - Management - Sales |
Mon, 04/21/2014 - 21:51

How to Achive Customer Affinity? Provide Exquisite Care!

When you move beyond providing "customer service" and connect at a deeper level by providing solutions, it allows you to "understand and care." It takes the customer's experience to an entirely new level. When you genuinely care for your customer, they can feel it -- it touches their heart. You truly make a difference in their life and business. This results in Customer Affinity where your customers promote your business to others, resulting in increased revenues and market share.

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Be Your Customer's Customer

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Cynthia Kay |
Sales |
Tue, 03/11/2014 - 06:24

It’s a pretty obvious fact. When you are in a personal relationship each party has something to gain when things go well. Each party also has something to lose when it all goes south. We all have relationships with customers but what happens if you are your customer’s customer? Think about it. You provide goods or services to them and they provide something to you. I actually have that kind of relationship with a number of customers and it is interesting that these relationships move to a very different level quickly.

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Losing Customers? Time to Examine Your Compensation Plan!

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Guest Blogger |
Sales |
Tue, 01/21/2014 - 19:49

Shelley F. Hall, Managing Director, Catalytic Management

When sales people fail to retain customers, the first thing to investigate is the signal management sends via compensation plans. Compensation plans tell the sales person where they should spend their time and effort. Human nature drives us to do what delivers rewards and money is a big reward. So if the compensation plan tells me that I get a higher commission for new business versus retained or repeat business, guess where I’m going to spend my time?