CRM on Ulitzer
Amazon sells shoes. So does Zappos. Another company – where I have many
friends, as I previously did significant consulting work for them – markets
something entirely different. All, however, are particularly instructive
about the future of business.
The company I won’t name is involved in financial services. They have
decided to terminate their entire marketing effort, and focus on explaining
their products to prospective investors. The CEO said, “Our greatest value
proposition to investors and financial intermediaries is the institutional
approach that’s at the core of (our) global business.”
Therefore, the company – according to its press release – stated that its
“distribution network, meanwhile, will be revamped to provide more
technical expertise, with traditional wholesalers being replaced by
There is a glari... (more)
Ever ponder why in the world something that takes so much effort to
manufacture (like your product) or provide (like your service) is greeted
with indifference by the marketplace?
There are many reasons – however, perhaps foremost among them is that your
customers and prospects see everything through the prism of their own
perspective. And, that perspective varies widely — and often, wildly!
A short while back, I was opening keynote speaker for the National
Association of Organizing Professionals. These dedicated folks are either
(mostly) entrepreneurs with independent businesses... (more)
It seems to me there used to be three distinct levels of customer loyalty.
Level One consisted of those customers only interested in transactions. They
went for the cheapest, operating almost as if they were seeking bids for
their business. The only loyalty they displayed was to price. Unfortunately,
for many businesses — and the professionals who work for them — we tend
to overestimate the percentage of customers and prospects at Level One. It
makes sense for ALL customers to inquire about pricing…yet we often mistake
a reasonable question for a price objection.
Level Three held... (more)
New Media Journal on Ulitzer
For better or worse, much of my life these days is spent online.
Don’t misunderstand – I’m not complaining! In fact, I like it this way.
The opportunity to reconnect with long-lost friends on Facebook, to keep
updated on ideas and insights via Twitter, to share my thoughts and opinions
on this blog – I think it’s great!
Naturally…as with anything…something you enjoy can become detrimental if
it is overdone. Research indicates you can enjoy a glass or two of wine in
the evening, and it’s good for your heart – but, if you start consuming
much more on a ... (more)
CRM on Ulitzer
I was sitting in my local Starbucks, staring at my laptop wondering how to
begin this blog. Then, as I looked around me, I noticed my fellow customers
– students studying, Moms taking a little break, professionals such as
myself getting a little work done outside the office on a wireless high-speed
Internet connection and couples on their way to or from a day of golf – and
it struck me.
Right now, I am a customer at a coffee shop. So, I came here to get a cup of
coffee, right? Well, yes and no. I certainly have the coffee I purchased
sitting next to me – however,... (more)