How Do You Get to Customer Loyalty in B2B Sales?

In this day and age of commodity pricing and reverse auctions, it is a wonder we have an opportunity to keep a customer from one sales to another. The thought of developing customer loyalty just feels like a pipe dream for most b2b sales people.

And, I will say if you are making price the only differentiator available to your customers – then loyalty is a pipe dream.

You gain Customer Loyalty due to a focused effort by you to create positive experiences for your customer. Believe me when I say it is hard work. Some recent research shows it takes a minimum of ten positive events to offset one negative event a customer receives while doing business with you and your company. Sounds like another reason for sound team selling.

Okay, so are you curious as to how you can develop customer loyalty with your customers? Here are  the five major steps to gaining customer loyalty…

Read more…

Sixteen Tips for Getting Long Term Customers

Today, I see sales people working really hard yet, missing the point of keeping customers for the long term. Long term customers are usually the most profitable and most fun to work with due to the confidence and shared respect with the main players in the relationship.

However, how do you get those long term customer relationships? It is something that goes higher than low price. It is more than a cleaver marketing idea.

It deals with the ability to connect to another human being in such a way, they like and respect you AND have a desire for interdependency with you and your company. This is ultimate in trust. And, as you know Trust must be earned.

So, here are sixteen performance tips to gain more long term customer relationships…

Read more…