Here is the second question…
Do you have a good picture of your client? Do you have a lot of information on the following items?
- Biggest Issues
- New Projects
- Company Initiatives
- Potential Growth Areas
Part of Marketing Strategy
At this time, I am refining this client checklist and challenging our sales staff to look at these areas and try to identify as much informaiton regarding these areas that we can. This information will help form the “marketing message” we will create that actually makes a difference and adds value to our clients.
If you are not making your current clients better, what are you doing?
Are you just wanting to sell your clients something?
How sustainable is this?
Goal for 2015
It has never been more important than ever to be closer to our clients. B2B Marketing can work through channels like social media and through networking events, but the real victories come through one-on-one attention. Once you have a good understanding of your client, you will be able to look at your own products and services and find ways to help facilitate success in various areas of their business.
Your goal is to create your own client checklist and try to find out as much information about that client that you can. Hint – You typically won’t find this information through a Google Search. Its through relationships.
If one of your competitors obtains this information before you, do not be surprised if that client switches companies.
It takes time to care about our clients, do your homework and continue to keep in touch.
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