Differentiate or die. Surely you’ve heard that business phrase. Maybe you’ve even used it to fuel a brainstorming session or two. In this week’s blog roundup, I’m proposing a form of business differentiation that begins and ends with knowing your customers well. What would be possible for your business if you were able to articulate who your ideal client is and then focus all your resources on that select group?
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Account Management Best Practices
- Avoid Cash-flow Problems Through Better Client Management gives us four golden client management rules. I especially like #4: Be firm but don’t be a jerk. Thanks, Team Treehouse! Twitter link: @Treehouse
- Are Your Strategic Accounts Underperforming? Maybe You Haven’t Selected The Right Accounts. Compare your clients against Chapman Group’s five categories of customer segmentation to see if you’re working on the right ones. Twitter link: @Chapman_HQ
- How To Succeed At Key Account Management is a Harvard Business Review blog written by Lynette Ryals. I chose this one because it’s based on the premise that account management is an organizational change, not a sales process. I think you’ll enjoy it. Twitter link: @LynetteRyals
Nurturing Customer Loyalty
- Forbes magazine’s Nine Ways To Build Customer Loyalty by Marc Compeau puts a twist on client management by pinning it on developing loyalty. Twitter link: @mcompeau
- 100+ Ways To Create Customer Loyalty In Business contains tips from 100 different business people, delivered in bite-size chunks. It’s written by Carol Roth of Business Unplugged. Twitter link: @caroljsroth
Questions! My Favourite Power Tool In Business
- 10 Questions To Ask Customers To Boost Your Sales contains some really good conversation starters. This article isn’t strictly about account management, but in my book, he who asks the best questions wins. Twitter link: @BarryMoltz
- 23 Penetrating Sales Questions You Need To Start Asking from Fearless Selling doesn’t disappoint. Here’s one of my favourites: What concerns, if any, do you have about moving forward? Twitter link: @Kel_Robertson
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