The nature of sales has changed. We’re finding that face-to-face transactions are no longer a dominant means of selling a product or service. When there once was a time when a sales team was the “go-to” information resource for potential customers researching a business, today, in the age of quick and easy web searches, that […]
Interaction and communication with customers today is difficult. While today’s technology is incredibly beneficial in so many ways, it’s also made finding or creating an opportunity to engage with a customer – to spend time with them –more difficult than it’s ever been.
Bluntly, your customers don’t want to waste their time on you. They’re not interested […]
In a recent discussion with Randy MacLean of WayPoint Analytics, we examined the changing realities of messaging and marketing, and how things are changing so quickly. In the distribution industry, the need to communicate with your market hasn’t changed, but the avenues of communication and the audience have changed, giving rise to a lot of us […]
In the past, distributors could choose from just two delivery options. Either you could bring the product to the customer, or the customer could pick it up from you. Fortunately, you’re no longer limited to that model today.
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Give Your Customers Options
When you approach delivery today, consider […]
If you’re like most distributors, you’ve probably lost touch with more than a few customers as the first quarter of 2018 comes to a close. Here’s an easy fix for customer churn in distribution.
The key to retaining customers, acquiring more customers who are like them, expanding revenue per customer, and increasing your profitability is knowing […]
Obviously, it’s easier to reducing customer churn than it is to sell more products, so where should distributors be more keenly focused?
In a world where experts consistently say it is seven (or more) times more difficult to create a new customer than it is to sell more to existing customers, it’s obviously easier to reduce customer […]
How to Give Customers What They Want and MORE, to Ensure Conversion, Retention, Referrals, and Profit
Things in wholesale distribution are tough these days — and they’re getting tougher.
Traditional industry challenges like slim profit margins, poor interdepartmental communication, and lack of data accuracy are paling in comparison to new, non-traditional challenges such as disintermediation, technological transformation, and increased threat from competitors (both traditional and nontraditional). These challenges have left many distributors struggling […]
In past blogs, I’ve talked about the importance of garnering testimonials from your customers. Testimonials work for you by providing both feedback from current customers for continual process improvement and social proof for prospective customers. This creates a strategy for securing the customers you already have by constantly improving the outstanding customer-centric service for your […]