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Winning Customer Loyalty

Andrea Viridiana Pérez González

Andrea Pérez

on 27 September 2012

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Transcript of Winning Customer Loyalty

Matrix Partners preso! Harvard Business Review How to lower the cost of enterprise sales? Why your business needs customer loyalty!!! The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us. This is my third go-around selling to large enterprises, SkyStream, Kontiki and now Qumu.

I like to explain to you the problem the way I see it, the changes I suggest to avoid making the same mistake again. and Travels to Clients Travels to clients to get to know them
Build report over lunch, dinner & golf events
Uses Social Media to find new leads
Closes deals face-to-face to relay commitment Customers ? Winning Customer Loyalty People do not buy... ...5 reason why! No need
No money
No hurry
No desire
No trust Focus on... The 2 most important: No
trust! No Desire! 3 Three ways to increase 1 Have more customers Have costumers come to your business more often 2 Have them spend more money when they arrive How to use advertising to build loyalty... 2 Examples... Direct marketing General advertising Kinds of customers: Customers who buy according to brand Customers who come in seasonally or to stock up Customers who only shop sales Creating loyal clients... Give your best customers advance notice of... everything!!! Make sure you know who they are Give them the "extra" service that will set you apart You´re available when clients want you Send free gifts at unannounced times of the year Give gifts certificates from noncompetitive store Things that you would normally charge a small service fee to your customers are theirs...free 1 2 3 4 5 6 7 Why did I choose this book... Questions? Recommendations... ? Andrea Viridiana Pérez González
Lengua Extranjera "C" Ethical
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