This newsletter pays the fees for the Meetup group (roughty $144 per year)
Five Tips for Cultivating First-Tier Customers from Blackberry
Thanks for participating in the Blackberry Sponsorship Program!
Here is your November Newsletter with great tips and blackberry
solutions to help build and grow your business.
/All you need to do now is share this with your members by forwarding
to:* [address removed]*/
*Five Tips for Cultivating First-Tier Customers* It's always a good
feeling for a business to have a core group of reliable customers.
You've worked with them for a long time, and you probably have a high
level of comfort with them. That sense of comfort is dangerous: it could
be complacency. After all, if 20% of your customers represent 80% of
your revenues, your business is vulnerable if a key customer departs.
That's why it's important to identify those companies within the second
tier that have the potential to be first-tier customers, and focus on
1. /Identify first-tier candidates./ You can learn a lot from your
customers' buying patterns. Start by looking at their current
purchases. Are they increasing over time, either in frequency or
in amount? This alone indicates an account to which you should pay
more attention. But also spend some time researching the company.
Is it getting positive press? Are its financials healthy? Does it
seem to be growing? Updating your customer relationship management
(CRM) application with this information gives you a clear view of
your customers over time.
2. /Make sure your salespeople can access this information./ One of
the advantages of today's CRM applications - such as
Salesforce.com and SAP is that they offer BlackBerry users the
ability to access data, wherever they happen to be. Set up
connections between users' smartphones and your back-end database.
In some cases, users can even synchronize data and access it when
they are offline.
3. /Cultivate those relationships./ The nice thing about your current
customers is that you already have a relationship with them. Have
your salespeople sit down with their internal contacts and show
off their knowledge about the customers' potential. Then have them
ask how your company can be their partners in that growth.
4. /Entice them through promotional offers./ Customers can become
complacent, too. If a particular customer thinks of you as a
second-tier or alternate supplier, they may not want to make a
change from a current primary supplier. Offer them a discount, or
even provide a targeted service for free (ideally, it should be
one that doesn't cost you a lot to provide). Your willingness to
offer a one-time deal may make them amenable to buying more of
your products or services. But make sure they know it's a one-time
offer, or you'll undercut your ability to charge regular prices later.
5. /Stay focused./ While you are cultivating new first-tier
customers, be sure to give attention to your current best
customers. Maintain responsiveness and continue to devise new
offers for them such as credits or additional services in return
for referrals. Always call your best customers after a sale, to
find out whether they have any comments. Listening and
demonstrating that you are interested in their concerns can
enhance their loyalty to your company.
For BlackBerry Tips and News, subscribe to the BlackBerry Connection
newsletter and visit the archives at www.blackberry.com/go/connection.
Add *[address removed]* to your address book to ensure that you receive
emails from us.
You're receiving this message because you organize Tampa Web Technology
Meetup.com: 632 Broadway, New York, NY 10012