Friday, August 20, 2010

Clone Your Top Customer To Grow!

Want to grow? Want to grow fast? Want to grow profitability?
Ok, just clone your best customers.
Most companies have an understanding of the value of keeping a current customer over having to go out and find new ones. But even in the best of companies there is still an attrition issues.
New people come in; something goes wrong, company closes. Some of these issues are totally out of your control. So what’s a poor business person suppose to do?

To have the greatest impact on your bottom line the fastest with new accounts look at your top 1 to 5 customers. These top 5 should be your company’s greatest asset (after your personal). You know them, you understand them, and you know how to service them. You should know and understand their needs as a group and this should be nothing new to you or your staff, so working with a new account just like those top 5 should be a piece of cake.
After you indentify these key account points go out and find companies just like those, it is easier than it might sound.
Using good old SIC numbers you can identify companies in a certain industry. Data banks can pin point companies in terms of location, company size, by sales and or employees.
Once you find them, you can almost bet they are having the same issues as your top 5. And armed with that information you should have a way to solve their problems.

Larson Notes & Satire: Pain and pleasure. If you understand the issues of your top 5 you know what are their pleasure points and work into them. On the same note you know what is bringing them the most pain. You can be the band-aid. Heal their wounds and bring them joy. You already know how. We did this here at Larson & Associates and guess what? It worked.
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

P.P.S. An American Company, marketing American Companies! Call or email to get an appointment to pick my brain (a $125.00 value) for 30 minutes.

No comments: