The first sale involves making promises, while the repeat sale requires keeping them. This is at the core of why many customers are lost. Promises made and expectations set during the sale have not been meet. Customers are lost when the promise is greater than the product, or the performance. There are lots of words [...]
Tesco UK’s relaunch of its 15 million member Clubcard loyalty scheme is symptomatic of the rearguard battle to retain customers in an environment of increased competition and customer price sensitivity. It raises two questions for every business: – How to respond to changing customer buying patterns in light of tighter budgets and increased price sensitivity. [...]
After a decade of buoyant demand, organizations are facing a battle on two fronts – to protect and grow. That is to protect existing customer revenues from being poached by competitors, while seeking out any new business that exists in the marketplace. Your Competitors Are Circling Your Customers: Clearly the challenge of finding new customers [...]
Most buyers are passing on the pain of budget cuts to their suppliers, they don’t have a choice. However, some suppliers are better insulated against cuts than others, specifically those with whom relationships are strongest, satisfaction is highest and, most important of all; those who are able to quantify their impact on key business drivers. [...]
© 2012 Repeat Sales Insights. All Rights Reserved. Contact The ASG Group