MarketingProfs' Members Register for B2B Forum 2010 for just $695! (good until 11/30) »

Ask your question ... sign up today! It's FREE!
Customer Behavior     
 
This question has been closed, and points have been awarded.
How To Recruit Long Term Customers?
Posted By: nsaigal on 11/3/2009 4:32 AM (CST) 125 Points
If you work in an environment which thrives on long term customers. But you have a problem of customers leaving even before their payment in the first month. One of the main reasons being that they get pressured into signing up for the product. But later do not make their installments for this product.
How do you get people to be your customer for a long time.

Posted by: ASVP/ChrisB Accepted Answer
11/3/2009 5:48 AM (CST)
Sounds like you have two issues:

1. The customer is being pressured to buy something they do not afterwards see any value in owning.

2. Your sales processes do not bind the customer to honour their side of the agreement your people have made with them.

What is it that you are selling? To whom? What does it cost?

Is the sales process 100% ethical? Would you sell this product/service to a family member, if they required it?
 
Posted by: BARQ Accepted Answer
11/3/2009 6:05 AM (CST)
If you offered good value in the product, you would not need to pressure the potential buyer. If you deliver good value that is needed or desired by the customer, you would not lose they as much.

Seems like you are lacking in the value department.

We could help more if we knew more.
 
Posted by: W.M.M.A. Accepted Answer
11/3/2009 8:00 AM (CST)
It seems to me that the company is promoting something that they are not delivering.

If the 'pitch' is so strong that they cannot resist, then after the first month are dropping. The err weighs on the side of the company, not the consumer.

This is a general response. I would like to know what it is you are offering, and how it is being offered before putting my final stamp on this.

Randall
White Mountain Marketing
Houston (the REAL) Texas
 
Posted by: Frank Hurtte Accepted Answer
11/3/2009 9:08 AM (CST)
My work revolves around companies who thrive on long term ongoing relationships. As we look into the selling process here is what we find.
-->Most companies don't have a sales process.
-->With no process in place, the salesguys who use high pressure sales tactics get lots of initial orders - but then the customer migrates to the competitor.
--> Customers who need your products or services buy from the high pressure guy as much to get rid of him as to buy the product.
--> When the customer cancels the salesperson dodges the blame by saying its the product, the customer service or the alignment of the moon and stars.

The answer the issue:
A sales process that builds a relationship over time solves this delima. Research indicates that companies who build a relationship before closing the order have a greater perception of value by the customer. And, with a greater perception of value - the customer stays.

Email me for a short overview of my Sales Leadership Subscription Program - The Multi-Call Strategy.
 
Posted by: kellyann Member Response
11/3/2009 9:39 PM (CST)
Can you give us a little more information about the type of business you're in? That would help us to help you.
 
Posted by: nsaigal Author Response
11/4/2009 12:19 AM (CST)
Most of you have asked me what kind of buisness I am in. Its a non profit organisation and its dealing with supporters, so it is a bit different as there is no tangible product but the feeling of being a part of a good cause and of course the information that we send them regularly. And I agree the problem is definitely on the sales side
 
Posted by: BARQ Member Response
11/4/2009 8:10 AM (CST)
I'm guessing that the "pressure" being asserted is more like guilt... making the target feel bad about the conditions that exist which your NPO is supposed to relieve.

A key driver to get people to respond to such needs is to be as specific as possible about the need or the giver's impact. Don't tell about the millions who can benefit or have been saved. Profile little "Ali" who now goes to school instead of digging through trash heaps (or whatever the condition is).

Charitable givers find it overwhelming if offered the chance to change the world, but will more readily accept the chance to affect one life.

BARQ
SELMARQ Brands' Best FriendŽ
 
Posted by: nsaigal Author Response
11/5/2009 7:18 PM (CST)
Hey Frank,
I would be interested to know more about this sale process and whether it works if you work in an NGO environment.
Cheers
 
Posted by: carrie77 Moderator Response
11/15/2009 7:49 AM (CST)
Hi Everyone,

I am closing this question since there has been no activity in 10 days.

Thanks for participating!
Carrie (Production Editor)
 


Get more answers ... ReTweet this!

Would you like to post a response?
Welcome to Know-How Exchange!
This is a collaborative community. We welcome everyone's participation.
All you need to do is login. Enter your account info in the box above (top right).
Not a member? Not a problem. Register here (it's FREE and EASY).




Know-How Exchange powered by MarketingProfs


Sponsored Links

Buy a Link Now

Just Released ... Download Today!
Just Released ... Download Today!
Look inside
Included with Premium Membership
User Name:
Password:
Remember Me
Forgot your password?

Top 25 KHE Experts
(Customer Behavior)
Jay Hamilton-Roth (5292)
W.M.M.A. (4678)
ASVP/ChrisB (4550)
mbarber (3824)
mgoodman (3736)
Frank Hurtte (3433)
stevea (3045)
telemoxie (2824)
Peter (henna gaijin) (2307)
Gary Bloomer (2244)
adammjw (2164)
michael (1938)
darcy.moen (1927)
SteveByrneBranding (1907)
billc24 (1857)
jlevin (1855)
CarolBlaha (1588)
thinkmor (1532)
Pepper Blue (1527)
jose04 (1484)
Michele (1398)
Deremiah *CPE (1391)
Carl Crawford (1367)
Puru Gupta (1139)
Phoenix ONE (1135)
Recently Posted Marketing Jobs
Director of Marketing and Communications
Demand Generation Manager
Marketing/Advertising Faculty
Director of Marketing
Market Analyst
Sr. Field Marketing Manager - Business Intell.
Associate Vice President of Marketing and Corporat
Marketing Manager
[more jobs]

Join over 355,000 members ... SIGN UP!

My email address is and I'd like my password to be .

Already a member? Sign In!

My email address is , and my password is .


HACKER SAFE certified sites prevent over 99.9% of hacker crime.