6 new ways to determine if a customer is credit worthy
April 1, 2013 by Jim Giuliano
When it comes to evaluating customers for credit, it may be time for some new approaches.
April 1, 2013 by Jim Giuliano
3-step plan for faster payments from toughest customers
March 27, 2013 by Jim Giuliano
When deployed correctly, payment plans can allow you to get past-due invoices paid while bringing in new orders – and helping the customer’s cash flow stay intact.
Regaining lost customers
January 31, 2013 by Jim Giuliano
Even good companies lose accounts now and then. What sets apart the best companies is knowing how to get those customers back.
The No. 1 customer requirement today
January 15, 2013 by Ken Dooley
What’s the best way to take care of your customers? Consider the results of a recent survey, which asked customers, “What do you want from a salesperson?” and “What would be the number one attribute of your favorite salesperson?” More…
The No. 1 way to deal with customer complaints
December 13, 2012 by Ken Dooley
Football coaches have a saying: “When a quarterback throws a pass, three things can happen – and two of them are bad.” More…
Sales and loyalty boosters: Customer labels
December 7, 2012 by Christian Schappel
Behold the power of labels: Research shows that by placing labels on your customers or products, you can boost sales and promote loyalty. Some examples: More…
5 things you need to build long-term relationships
November 20, 2012 by Ken Dooley
The goal of relationship selling is to earn the position of “preferred supplier” by developing trust in key accounts over a period of time. More…
Customers want mobile-friendly websites
November 16, 2012 by Jim Giuliano
We hate to be the bearer of bad news, but at this point if your website’s not optimized for mobile devices, it’s probably costing you business.
Top-notch service starts up the company ladder
November 14, 2012 by Christian Schappel
Great loyalty building customer service doesn’t start with your customer-facing reps. More…
Saving new accounts: The most crucial step to take
November 12, 2012 by Ken Dooley
When you first win an account, there’s usually consensus on what needs to be done and how to do it. More…
Handling customer screw-ups
November 12, 2012 by Jim Giuliano
A customer has made a blunder, and maybe even blamed you for it initially. Now the truth comes out. How do you handle it?
Sell more to existing customers: 5 keys
November 6, 2012 by Ken Dooley
Want to sell more to existing customers? Of course you do. Here’s how you get it done. More…
Happy endings: A car wash with a real loyalty builder
October 18, 2012 by Christian Schappel
Of course you already knew sex sells. It’s like saying water is wet. But did you know it apparently builds loyalty, too. More…
The 8 most common customer expectations
October 16, 2012 by Ken Dooley
Most salespeople would agree on two key points: A) Customer loyalty is the key to long-term sales success, and B) meeting customer expectations is the best way of achieving it. More…
Why 50% of customers leave
September 24, 2012 by Jim Giuliano
What keeps customers? The answer comes in another question: What loses them?
Gain a competitive edge via top-notch service: 3 ways
September 19, 2012 by Ken Dooley
A satisfied customer is someone who has had a pleasant experience. A loyal customer is someone who has a relationship with you, values it and resists change. More…
Keep your finger on buyers’ pulse with a ‘Customer Council’
September 17, 2012 by Bob Hill
Here’s a way to empower customers, while enlisting them to keep your marketing strategies on target. More…
Dealing with difficult customers
September 10, 2012 by Jim Giuliano
Every business has them: difficult customers. Dealing with them successfully — so that they remain customers — rests on a few techniques that revolve around asking the right questions.
Strategies for negotiating with tough customers
September 5, 2012 by Ken Dooley
Negotiating in times like these can be difficult, as customers seem to hold all of the cards, unless you have strategies for shuffling the deck.
Building customer loyalty: Ideas that work
August 29, 2012 by Jim Giuliano
Three tested, low-cost approaches can build a stronger connection between you and your customers.
