In many business surveys, the biggest challenge facing small and mid-sized businesses is finding and retaining good customers. The process starts by IDENTIFYING who are the RIGHT customers. What makes a great customer? Size? Profitability? Loyalty? Every business has a different way of determining the best customers. And every business MUST take the time to define this. We can help.
Often your customer base needs weeding. You are unable to support some of your best customers because other customers are taking too much of your time and resources. We can help you ruthlessly weed out the customers who might be better off with someone else. Weeding customers can be tricky and uncomfortable. But just because it can be difficult does not mean you shouldn’t weed them out. We can help.
We can also help you develop strategies for generating leads and selling to your top prospects. Is your sales team aligned for success? Do you have the sales structure to target the top prospects? Have you put in place the best sales incentives? How well you measure both the activities and results of your sales team? Do you have ongoing sales training and management follow-up on goals?
Once you have brought a customer on board, how do you continually grow their business with you? Do you deliver business value and help them grow THEIR business? We can help you can conduct benchmarking for your own customers to help them grow. We can help you find the best means of delivering value, including providing marketing support. When you are able to help your grow your customer’s business, then your customer is much more likely to become a loyal supporter of your business.
Types of Support We Provide to Help You Get, Grow, and Keep Customers:
-Strategies for gaining customers
-Lead Generation
-Selecting and retaining profitable customers
-Reducing dependency on one client
-Directing sales activities and approaches
-Sales metrics
-Customer Marketing
-Delivering business value
-Managing multiple channels
-B2B, B2C (direct and online)
-Sales Team compensation, incentives, evaluation
-Sales Team recruiting and on-boarding
-Sales reorganization
-Identifying and meeting customer expectations
-Creating raving fans and referrals
-Reducing toxic customer discounts
-Customer Relationship Management (CRM)
-Sales Support
Contact us to see how we might help you empower and engage your sales team to get, grow, and retain the best customers.