Testimonials from customers or supply-chain partners can serve as powerful differentiators. Building your brand on testimonials means you stand out from your competitors in customer loyalty and customer delight. Doing business with you makes people happy, or solves a big problem, or gives them new opportunities–or all of the above and more. And whatever product […]
How well you prepare customer service representatives has everything to do with your brand.
Conversation with Chris Baggott about "The Key to Fast Growth is Discoverability."
Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While so many businesses place a high emphasis and dependence upon the functional responsibility of the sales teams for their growth, sustainable businesses recognize that increases in revenues are best accomplished through the retention of existing clients and the efficiency with which their team attracts and converts new clients. Sustainable revenue growth is about focusing on developing and maintaining great relationships that add value to the firm and to the client. That is not a sales function—it is an organizational accountability.
We believe that this old adage is for the most part true, but not quite so simple. Really, what ever really is so simple? Actually, the more I thought about this saying, the more I realized that it fits quite nicely with what we teach to small businesses.
There is nothing more enjoyable than being in comfortable surroundings. In the show Cheers, I am quite certain it wasn’t the just beer that brought Norm to the bar—though it was a nice bonus. Rather, it was the comfort and comradery that he felt at the bar. Norm could be himself and not really give a care. If you remember, the entire group in that bar was extremely open, frank, and much braver within the group than outside of it.
Don’t think for a second that you’ll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and flexible. Business is about people, relationships. An authentic email. Thoughtful phone call. Focusing on them. All of these things will go a long way to building trust and growing your revenue potential.