Customers who are highly profitable and have high lifetime value.
Here’s how they act:
Desire your offering - Desire is an emotion, it is a form of motivation. The opposite of desire is apathy or indifference, as in it doesn’t really mean anything to me. Harley-Davidson owners have desire for just about everything “Harley”. General Motors products […]
 I recently listened to Melinda Hennings audiotape entitled “Voice Mail Magic”. This is a terrific example of signaling that you are genuinely interested in a win-win relationship with a prospective customer.
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  Here’s the gist of her “Voice Mail Magic” strategy. Start with the premise that your first few telephone calls to a prospect are […]
Here’s follow-up to an earlier post “The Split Personality of Customer Experiences” This is the lead in to my partner’s recent blog posting (www.EngagedEmployee.com ).
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  Recently I had a customer experience that highlighted the impact of engaged employees on the customer experience. Having recently gotten into cycling I have been upgrading my bike as I progress. It […]
Ask most women about their “relationship” with laundry and detergent, and what’s likely to come back is disbelief at the questions.
  …In an attempt to cultivate Tide’s inner “lovemark,” new ads now dismiss the notion that laundry detergent is a mere commodity. Instead, they reflect P&G’s conviction that the “relationship” women have with their laundry […]
