THE CUSTOMER LIFECYCLE (2nd PART : from CONTRACT to NEED) (See “1st part : from NEED to CONTRACT” if you didn’t)
When a customer contracts our services, he only wants ONE THING :
Promised results, in promised time and with promised cost and promised quality.
Here, the keys to success are a good experience and a good methodology and technical knowledge, and it’s the moment to create the customer dependence from yourself.
Covering the expectative of your customer, you’ll ensure his SATISFACTION, that’s the next stage after contract -> CONFIDENCE.
The success , for the customer, is a commodity; just he has confided in you, and then you must create a differentiation from competence if you want to be positioning in his mind in the future.
The next stage in a customer relationship after SATISFACTION, is to create his DEPENDENCE of yourself, and you’ll achieve it, if you know to create between you and your customer, a particular and individual experience.
This differentiation means to create an experience in your customer, where he identifies only more than an expert, a PARTNER.
ONLY if your are considered a partner of your customer, you will be able to KNOW MORE about his desires, and you’ll can identify more needs that you can solve.
In this stage your customer has DEPENDENCE in you because you are perfectly positioned in his mind.
Then, the question is, what I have to do in my company, to be considered a partner for my customers? and when you know what, you must answer the other one : How can I do it?
Yes, it’s marketing, and it’s strategy, but overall it’s organization and collaboration process of whole departments of your company.
When a customer contracts our services, he only wants ONE THING :
Promised results, in promised time and with promised cost and promised quality.
Here, the keys to success are a good experience and a good methodology and technical knowledge, and it’s the moment to create the customer dependence from yourself.
Covering the expectative of your customer, you’ll ensure his SATISFACTION, that’s the next stage after contract -> CONFIDENCE.
The success , for the customer, is a commodity; just he has confided in you, and then you must create a differentiation from competence if you want to be positioning in his mind in the future.
The next stage in a customer relationship after SATISFACTION, is to create his DEPENDENCE of yourself, and you’ll achieve it, if you know to create between you and your customer, a particular and individual experience.
This differentiation means to create an experience in your customer, where he identifies only more than an expert, a PARTNER.
ONLY if your are considered a partner of your customer, you will be able to KNOW MORE about his desires, and you’ll can identify more needs that you can solve.
In this stage your customer has DEPENDENCE in you because you are perfectly positioned in his mind.
Then, the question is, what I have to do in my company, to be considered a partner for my customers? and when you know what, you must answer the other one : How can I do it?
Yes, it’s marketing, and it’s strategy, but overall it’s organization and collaboration process of whole departments of your company.
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THE CUSTOMER LIFECYCLE (2nd PART : from CONTRACT to NEED) (See “1st part : from NEED to CONTRACT” if you didn’t)
When a customer contracts our services, he only wants ONE THING :
Promised results, in promised time and with promised cost and promised quality.
Here, the keys to success are a good experience and a good methodology and technical knowledge, and it’s the moment to make the customer dependent from yourself.
Covering the expectative of your customer, you’ll ensure his SATISFACTION, that’s the next stage after contract -> CONFIDENCE.
The success , for the customer, is a commodity; just he has confided in you, and then you must create a differentiation from competence if you want to be positioning in his mind in the future.
The next stage in a customer relationship after SATISFACTION, is to create his dependence of yourself, and you’ll achieve it, if you know to create between you and your customer, a particular and individual experience.
This differentiation means to create an experience in your customer, where he identifies only more than an expert, a PARTNER.
ONLY if your are considered a partner of your customer, you will be able to KNOW MORE about his desires, and you’ll can identify more needs that you can solve.
In this stage your customer has DEPENDENCE in you because you are perfectly positioned in his mind.
Then, the question is, what I have to do in my company, to be considered a partner for my customers? and when you know what, you must answer the other one : How can I do it?
Yes, it’s marketing, and it’s strategy, but overall it’s organization and collaboration process of whole departments of your company.
When a customer contracts our services, he only wants ONE THING :
Promised results, in promised time and with promised cost and promised quality.
Here, the keys to success are a good experience and a good methodology and technical knowledge, and it’s the moment to make the customer dependent from yourself.
Covering the expectative of your customer, you’ll ensure his SATISFACTION, that’s the next stage after contract -> CONFIDENCE.
The success , for the customer, is a commodity; just he has confided in you, and then you must create a differentiation from competence if you want to be positioning in his mind in the future.
The next stage in a customer relationship after SATISFACTION, is to create his dependence of yourself, and you’ll achieve it, if you know to create between you and your customer, a particular and individual experience.
This differentiation means to create an experience in your customer, where he identifies only more than an expert, a PARTNER.
ONLY if your are considered a partner of your customer, you will be able to KNOW MORE about his desires, and you’ll can identify more needs that you can solve.
In this stage your customer has DEPENDENCE in you because you are perfectly positioned in his mind.
Then, the question is, what I have to do in my company, to be considered a partner for my customers? and when you know what, you must answer the other one : How can I do it?
Yes, it’s marketing, and it’s strategy, but overall it’s organization and collaboration process of whole departments of your company.
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