Question

Topic: Other

How To Build Good Relationship With New Customers?

Posted by Anonymous on 6/18/2008 at 4:58 AM ET 350 Points
Hi all,

I work in a service firm as a mktg executive. I need to come out with as many marketing ideas as possible to build good relationship with customers before passing over potential customers to the sales department. Currently we send our company info, sometimes hampers and small souveniers to keep in touch with potential customers. what else can i do to build strong relationship with our 'to be customers'? I also have to moniter the progress after the sales dept take over. so the bind between me and the cust is a continuos one...whereby i have to keep coming out with new ideas all the time. Also if possible do suggest some websites/books that has useful information on this topic. thank you.

rgds,
koshy
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RESPONSES

  • Posted by Jay Hamilton-Roth on 6/18/2008 at 8:46 AM Accepted
    Find out what your customers need, and give it to them (even if it's not services/products from your company!). Your prospects don't initially need your company info, hampers, nor souvenirs - they want their problems solved. Get clear on what their underlying problem is, have them place a price tag on it, and offer solutions that clearly (and in a proven way) address their issue. That's a service worth talking about to ones' friends.
  • Posted by melissa on 6/18/2008 at 9:57 AM Accepted
    Hi Koshy,
    I would develop an interactive strategy to develop relationships and ongoing strategies with your new customers, one that is easily trackable and produces measurable results.

    By developing an opt-in, subscription-based email campaign, you can send your new customers information that is most useful to them (ie: the benefits your service can provide that would help improve their business, save them money, etc; as well as pertinent industry information, news features, or additional materials that would be useful to them). Your marketing team could use the email interaction to stay connected to them throughout the sales process with minimal effort, and you could track the rate at which these new subscribers open, click through, and convert to users of your service via easily accessible reporting features.

    I would also invite them to subscribe to a company blog, which you could use to post relevant and interesting information on a regular basis, creating an additional touchpoint for your new contact base, providing an added value to them that is useful and informative, and helping your website in the process by contributing to your search engine effectiveness and exposure.

    If you would like more information on any of the above, or programs that could help you develop these systems more effectively, please feel free to email me directly at melissa@discoverycomm.com

    I hope this was helpful
    Melissa
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