Tampa Web Technology Meetup Group's Sponsor Blackberry November Newsletter

From: Peter
Sent on: Wednesday, November 4, 2009 1:57 PM
This newsletter pays the fees for the Meetup group (roughty $144 per year)


      Five Tips for Cultivating First-Tier Customers from Blackberry


Hi Peter,

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.

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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 
upgrading them.

   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. 

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