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Using data-intensive procedures allows you to do two things: Identify top customers in terms of their likely future purchasing patterns, and reach out to them through cross-selling, multi-channel marketing, and other tactics.

拥抱“创造性破坏” 2008年03月18日

畅销书作者彼得斯(Tom Peters)曾说,商业未来的推动者将是那些对当今稳重行事的公司思维定势置之一笑的人。他们无所畏惧,“想法奇特,把那些陈旧的商业剧本抛到九霄云外”。

With the right systems, customers can serve themselves and feel they’re in charge. The right self-service strategies reduce cost, too.

To get the most out of a customer relationship management system, your financial systems need to adapt. That requires changing from product-based to customer-based financial reporting.

To vastly impact your bottom line, gather the necessary information to determine your profitable customers, make business decisions based on that information,and then learn to work with customers more effectively.

Are your customers satisfied? Why not ask them? Or better yet,come up with a complete customer measurement system. That will enable you to put your people and your resources where they count - where they will make the most difference to customers.

Most companies talk to customers mainly for two reasons: to sell something or to fix a problem. But valuable conversations need more than that. They require the ability-and the patience-to engage customers in the selling process on their terms.

Whether you're starting a business or growing a company, the four fundamentals followed by the world's great entrepreneurs will keep you focused on the essentials.

Editor's Introduction: Many companies are already familiar with the fact that acquiring a new customer costs up to seven times more than retaining existing ones. That's why programs that aim to customer loyalty are becoming popular. But aside from the tips on how to increase customer loyalty, it's equally helpful to know what causes customer loyalty programs to fail.

The potential for new markets does not rely on the strength of the need. If you want to successfully create a new market, look for the perceived need. Four distinct paths will help you meet that challenge.

 
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