Why Customer Centricity Will Win You More Business (in 2020)

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Customer centricity is a buzzword you can hardly escape these days. But, despite so much talk, few companies actually understand how to keep their customer focus sharp and, more importantly, why this area is worth more attention. So let’s dig into the matter and take a look at some great customer centricity examples, illustrating why this practice cannot be ignored in 2020. What is Customer Centricity? Why Customer Centricity is Important in 2020 (and Beyond).

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Do your emails create pattern interrupt to prospect successfully?

SpeakerSue Says...

Ramping up your prospecting is key to packing your pipeline. You have to do more prospecting now. Here is the vision to apply: Make it about your customer’s prospects goals. Use these tactics in your next prospecting email to create pattern interrupt, distinction and desire. BONUS Prospecting, today, starts with social. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results.

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A Quick Read on Prospect Theory and Loss Aversion

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Prospect Theory or the loss-aversion theory in behavioral economics and behavioral finance, aims to determine people’s decision making and their tendency for loss aversion. What is Prospect Theory and Loss Aversion? In 1979, Daniel Kahneman and Amos Tversky came up with the Prospect Theory. The Prospect Theory aims to explain how people choose between different prospects and how they choose the probability of each prospect to avert losses.

Prospect effectively (now) with this critical email tip

SpeakerSue Says...

Here are a few examples of how I’ve started recent emails with prospective clients that I haven’t connected with during this entire situation. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Covid-19 is not an ice breaker.

Your secret equation for prospecting success

SpeakerSue Says...

You can create a pretty decent knowledge-based prospecting email that elevates your offering, creates a bit of distinction and enables a friction-less experience to maybe gain attention and traction. Every bit of warmth you add (respect, care, authenticity, customer-centric focus) creates a desire to read further and maybe even take the next step with you. Care + personalization = engagement. Personalize your touchpoint. Evoke authentic emotion. Make the next step friction-less.

How not to prospect- learned by accident

SpeakerSue Says...

What I learned is that people really don’t know how to prospect or sell! High performing sellers make it desirable for prospects to want to further a conversation with you. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. A client called looking for a facilitator and what he needs isn’t in my wheelhouse.

The #1 Smartest Way to Grab Your Prospects Attention in Email Today

SpeakerSue Says...

Our job is to ensure the prospect feels safe and smart using their precious time reading further into our message. You’re prospecting, they likely don’t know you so knowing your name isn’t going to put them at ease. In fact, here are additional examples I’d love to see you use to connect with me: I read your blog post today about prospecting and … What a simple yet great idea in today’s blog post! Friend or foe?

2020 40

Why offering promotions when you’re prospecting is stupid

SpeakerSue Says...

They gave you a 25% off promotion that you can use when prospecting. When you prospect based on a discount, you devalue everything you offer. Top performers don’t prospect by discounting. They prospect by building excitement and value. So unless you have a clear strategic plan (like getting your foot in the door) or you are the McDonalds of your industry and proud of it, do not prospect on a promotion.

Can’t buy me love, love: How to Win New Customers & Keep the Ones You Have

SpeakerSue Says...

Now that sales people can’t buy relationships anymore – no more expense account lunches, no more lavish (reciprocity building) simple to off-the-charts entertainment – what is the plan to gain and keep customers? Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711).

2020 40

The Introductory Guide to Psychographic Segmentation

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While most of us have a fairly good understanding of who our best customers are, far fewer can truly gauge what motivations drive the purchase behaviors. Afterward, Cambridge Analytica sold the mined customer intelligence to anyone naming the right price.

Customers don't always enter through the front door

Speak Schmeak

Do you respond to business e-mails and phone calls in a timely manner, or do you come across to prospects as unprofessional and unresponsive? Customers don't always enter through the front door. Don't waste the opportunity to impress your prospects and audience as early and often as possible. I've been enjoying the recent upgrades to La Cumbre Plaza , Santa Barbara's oldest shopping mall (or "outdoor lifestyle center," if you like), which opened in 1967.

Tips to Better Prospecting with Hosted Buyer Appointments

SpeakerSue Says...

“We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business. We go to these hosted buyer things and come back with a boat load of new prospects. ” By prospecting. Hosted buyer appointments can be an awesome way to start a trusting relationship with a new customer. But prospecting doesn’t end at the show floor.

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Hybrids: Package services, giving clients/customers choices

Jane Genova: Speechwriter - Ghostwriter

  In Denver, reports Sarah Perez in Tech Crunch, the retailer is piloting a version through which customers can order groceries online. The payoff for that particular store is that WalMart studies show that some customers will still enter the store and pick up items they forgot to order earlier.  That is, provide a menu of options to clients/customers.  For instance, prospects might ask the how-to of repurposing content they already have.

Cover Letters - Creating Illusion They Are Custom-Made (5 musts)

Jane Genova: Speechwriter - Ghostwriter

However, employers and prospects for our business services are mandating: no generic cover letters. The good news is that we can retrofit our pattern letter to come across as custom-made for that particular opportunity. That's how we pitch to employers and prospects for our businesses. The search for work has become increasingly time-consuming. And we have to do it more often. The shelf life of a job, project assignment, or new business service has become shorter.

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If you’re struggling to connect, these 11 email tips will help you end the year strong!

SpeakerSue Says...

you’re providing data and insights your prospects can easily find on their own. Offer your prospect what he or she needs to do their job best. Optimize your message by focusing on your customer’s customer’s outcome. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. Having a great product should make it easy to rep.

2020 48

Customers don't always enter through the front door

Speak Schmeak

Do you respond to business e-mails and phone calls in a timely manner, or do you come across to prospects as unprofessional and unresponsive? Customers don't always enter through the front door. Don't waste the opportunity to impress your prospects and audience as early and often as possible. I've been enjoying the recent upgrades to La Cumbre Plaza , Santa Barbara's oldest shopping mall (or "outdoor lifestyle center," if you like), which opened in 1967.

5 Ways to help your prospects buy from you

SpeakerSue Says...

” This explains why some sales people exist even though they bring no value to the prospect. One person posted his response: “I listen only to prospects that are ready, willing and able to buy. Become your customer. Our job as sales people is to ensure the success of our customers and that can only happen with a deep curiosity and a desire to help them shine. The American jackal, better known as a coyote, has survived for 1.8 million years.

2014 46

Does Delighting Customers Really Drive Sales?

SpeakerSue Says...

Is it possible to truly delight customers? Developed from the HBR article, “ Stop Trying to Delight Your Customers” , it actually recommends that you should delight them. Delighting today’s customer means making their life easy, being efficient (or if you’re dealing with a socializer-type personality, being social – and knowing the difference), and creating an effortless buying experience. Can you truly delight your customers?

2014 46

Why should your prospects trust you?

SpeakerSue Says...

Fabulous customer service. These orders got me thinking about what the companies did that was so important and how we, as salespeople, can help our prospects feel so charmed with us. Help your customer by answering their unasked questions and you’ll not only delight them, you’ll convert the lead to booked business: • Prove to me you’re trustworthy (Reputable recommendations on LinkedIn, blog posts, association memberships).

Bypassing "Old" - Sell What You Can Do for Employer/Customer/Client

Jane Genova: Speechwriter - Ghostwriter

Of course, there is no guarantee that the employer or prospect will buy. Call it The Ageism Effect. So many over-50 are stuck with the mindset that they are "old." " And, as I hammer in this book , free to download, that makes them totally self-defeating in finding, holding onto, and moving on to better work.    For example, one former journalist I have just been hired to coach felt comfortable recalling her trip to apply for an Uber driving assignment.

2018 40

The Sales Myth: Delighting Customers Converts Leads

SpeakerSue Says...

If you sell luxury products, it’s likely that you want to delight your customers. Too many salespeople misunderstand the directive and think they need to concede more and lower prices so that they don’t have to say no to their valued customer/client/guest. How emotionally appealing are your communications with your prospect? Do you focus on the selling experience or the customer’s buying experience? Delighting customers is a smart sales strategy.

2014 40

Step-By-Step Guide to Creating a Viable Go to Market Strategy

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Conquering a single market or customer segment is never enough – there’s always room for expanding further. At this point, you will need to prepare a new marketing strategy and a new marketing plan for reaching more customers. Market strategy: Where will your new offer sit and how do you plan to engage customers in the new market? Messaging: What are your brand’s main talking points when it comes to solving customer problems? Customer Personas.

2019 49

Sales presentation outline

The Presenter's Blog

Here are eight ideas for creating a sales presentation outline that targets your sales message onto this specific customer, in this specific moment. No two customers are alike, so time spent customizing your outline will infinitely raise your chances of success. What stage of their buying cycle is the customer currently in? By now you will have had meetings with the customer and understand their specific issues. Stand-out by customizing. by Peter Watts.

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Why Customers Don’t Buy From You

SpeakerSue Says...

Imagine this: You are lucky enough to sit next to a prime prospect at a luncheon event. The main reason customers don’t buy from you (when you have something that they want) is because you, the salesperson, skipped important trust building steps.

Successful Marketing Means that You Identify Prospective Clients

Fripp THE Executive Speech Coach

Successful marketing means that you identify prospective clients and position yourself in the market so they choose you over your competition. Their comments, especially negative ones, will help you tailor both your product and your approach to other prospects. These prospects had distinctive demographics. Is there a system in place to put your product in the customers' hands and return their money to you? Looking for more business?

Even if it’s brain surgery, your email has to do this….

SpeakerSue Says...

A seller emailed a prospective prescriber writing, “All I need is a quick 10 minutes” but gave absolutely no reason for that prescriber to take even that amount of time to meet, other than the sales rep’s need. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711).

2020 43

Product-Led Growth (PLG): The Ultimate SaaS Business Growth Strategy To Pursue

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Superior UX (user experience) and CX (customer experience) are the two key battlefields with the most at stake. As we highlighted in our previous post on customer-centricity , most buyers are no longer interested in the product itself. Most of the SaaS marketing, at this point, is focused around explaining all the product benefits and helping the customer experience all the value it has to offer.

2020 40

A Quick Guide to Buyer Personas

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HubSpot provides a succinct definition: A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. The only ever-so-slight difference between a user/buyer persona and marketing persona is that the former tend to be created based on existing customer data, gathered from interviews and surveys with existing customers and so on. Start with Basic Customer Research. Personalization.

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4 Smart Tips to Rev Up Your Email Results

SpeakerSue Says...

Customize and personalize. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Brian Tracey once received a powerful lesson from a caring teacher, “Just because you can talk doesn’t mean you can communicate.”.

2020 43

3 Tips to Avoid Wasting Your Time Selling – or Your Prospects

SpeakerSue Says...

How often does it happen to you that you’re fully prepared to help your customer but they aren’t prepared to move forward? Make 2013 your best ever by valuing your time and approaching each prospect in the most prepared, professional and profitable way!

How Our Thinking Impacts the Bottom Line with Kris Plachy

Speaker Launcher

2:55. * Guiding your customer to your funnel. The Wealthy Speaker Podcast Building your speaking Business business foundation find more buyers finding prospects marketing processing sales funnels supporting business growth systemsWhat does it take to create a positive mindset?

2020 55

Super power your email sales

SpeakerSue Says...

Here’s how: •Boost customer-centricity. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Your zoom calls were remarkable this week. You built rapport and trust, engaged your buyer with your awesome facilitation skills and asked smart questions. They want more! <Insert

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Using LinkedIn to Fill Your Sales Funnel with Jennifer Darling

Speaker Launcher

Jennifer works with organizations who want to connect with, engage with, and activate their customers to increase sales. Jennifer is an expert in using LinkedIn to fill your funnel with prospects so you can get more customers. During this podcast, she answers questions so many of us have about LinkedIn, including: * Who are the most predominant customers on LinkedIn? How do you fill your sales funnel?

What is Behavioral Economics: Your Quick Guide 

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Loss Aversion and Prospect Theory. Prospect theory (or loss-aversion theory) analyzes why we value losses and gains differently and how this tendency impacts our decisions. Learn more about loss aversion and prospect theory from our previous post. The better we understand behavioral economics, the better we understand how we, our customers and our employees make decisions.

Your Sales Cadence Made Easy

SpeakerSue Says...

But that doesn’t mean anyone will be persuaded to respond to your prospecting efforts. If your prospecting email is filled with how great your product is, how experienced you are and what you accomplished prior to covid-19, you can pretty much count on a quick delete. Why should anyone respond to your prospecting efforts? When prospecting, it makes NO sense to provide facts and features about what you can do. BONUS What is the best day to start prospecting?

Sales 40

5 Must-Know Tips for Delivering High Stakes Presentation – over Zoom

SpeakerSue Says...

I’m starting there because if it’s filled with graphs and information highly important to you – but not your prospect – you’re dead. How easy is it for your prospects to understand and share your ideas and recommendations? Your prospect agreed to meet with you. Better yet, just send a link to the panelists’ LinkedIn profiles or websites so your prospects can check them out. Let’s start with your deck.

2020 40

5 Must-Know Tips for Delivering High Stakes Presentation – over Zoom

SpeakerSue Says...

I’m starting there because if it’s filled with graphs and information highly important to you – but not your prospect – you’re dead. How easy is it for your prospects to understand and share your ideas and recommendations? Your prospect agreed to meet with you. Better yet, just send a link to the panelists’ LinkedIn profiles or websites so your prospects can check them out. Let’s start with your deck.

2020 40

The #1 Reason Your Outreach May be Failing and How to Double Your Success!

SpeakerSue Says...

Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Content must be more than words. To develop new business, nurture leads and gain commitment, your emails need to connect on an emotional level. You can submit all the right answers. You can offer the lowest price.

2020 40

What is your email success rate?

SpeakerSue Says...

You are religious about sending personalized prospecting emails. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Toss a pebble into a lake and done right, the pebble skips multiple times and circles grow ever wider. Sinking to the bottom is the other option.

Email 40

Why Your LinkedIn Invite (and follow-up) Isn’t Working

SpeakerSue Says...

Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Last week, I received this LinkedIN connection invite: “Hi Sue, I would love to know if you’re interested in our XYZ MEETING PLANNERS, in Month, 100% Live Virtually due to COVID-19. I’ll send the brochure.

2020 40

Do your potential customers forget about you?

http://delicious.com/akarrer/prospeaker

MEMBERS LOGIN Home SPEAKER SERVICES Speaker services Membership info Proposal generator Profile listing service Coaching services Video trailer ads Interview transcripts Teleclasses Online shop MEETING PLANNERS Planner services Find a speaker RESOURCES FAQs about CJ Free articles Useful links TOOLS Subscribe to eZine Search this site GENERAL INFO About us Testimonials Advertising with us Wendis blog Contact us Do your potential customers forget about you?

The Game Has Changed: Have you?

SpeakerSue Says...

More: •leads •engaged prospects •buyers who are happy to say, “Yes, please!” Join other like-minded high achievers who are ready to boost their influence, elevate their customer’s experience and kick into high gear. It’s an essential part of any prospecting plan.”. If your initial prospecting email says anything like, I’d love to meet with you to share more My name is and I’m writing to… Our company specializes in …. What are your goals and dreams?

2020 40

The Game Has Changed: Have you?

SpeakerSue Says...

More: •leads •engaged prospects •buyers who are happy to say, “Yes, please!” Join other like-minded high achievers who are ready to boost their influence, elevate their customer’s experience and kick into high gear. It’s an essential part of any prospecting plan.”. If your initial prospecting email says anything like, I’d love to meet with you to share more My name is and I’m writing to… Our company specializes in …. What are your goals and dreams?

2020 40