Know-How Exchange : E-Marketing

Hi Yuna,

I believe Mbarbers recommendation especially in the area of Seth Godins Permission marketing is in all actuality a good suggestion.


DOES YOUR POTENTIAL CLIENT "REALLY NEED" WHAT YOU'RE SELLING?
---or---
DO YOU "REALLY NEED" TO SELL WHAT YOU'RE SELLING?....

To answer your question in a more engaging way I would ask as I believe Seth Godin would are you trying to dump your products on potential customers or have you truly found new products that meet your potential customers needs? And if you have how do you know?


YOUR NEEDS VERSUS THE CUSTOMERS NEEDS...WHICH ONE ARE YOU TRYING TO GET YOUR CUSTOMER TO BUY?

The reason why I ask is because through really identifying your customers needs via permission marketing you will only come to an obvious conclusion that what you are trying to pass on to your clients is exactly what they need because you have engaged them enough in verbal communication to find out if they really need what you are trying to offer or if you really need to sell what you're trying to offer and those are two totally different areas of need.


SERVE YOUR CUSTOMERS NEEDS & YOUR NEEDS WILL BE MET ***INSTANTLY***
See you can "sell the new way" by finding products that geniunely meet a customers needs because that's what a customer is --Asking you-- for or you can try to "sell the old way" by trying to get a client to buy what you want them to need. Which one are you really doing. Believe me it will be quite obivious.

NEXT ARE YOU TRYING TO SELL TO VIRGINS THAT NEED WHAT YOU ARE SELLING?
If you are then selling should be easy. When you identify the right virgin customers to market to your selling should be less like work than your current issue is reflecting. Now you don't have to really heed what I'm suggesting but you can test it for yourself to see if what I am imparting really works.

TO TAKE YOUR OLD CUSTOMERS INTO YOUR FUTURE...
you must continue to strengthen the qualities of --Genuine Relationship--.

Just examing your problem on the surface it appears that your company needs to slow down to effectively develop stronger ties with your old customers in order to carry them into the future of your company. I know this might seem obvious but geniune relationship is the only thing that will cause old customers to hang in there as your company embarks on new ground.

Is there anything else I can do for you?

Your Servant, Deremiah, *CPE (Customer Passion Evangelist)

Yuna,

You've been given great ideas and pls you cannot expect a clear-cut road somebody will give you right away.We do not know what's your offering, specificity of your company etc.
You take up two totally different topics.
One is going overseas with your offerings, the other customer retention.
As to no.1 issue you have to first determine what markets you are going to.Then having decided on that your have to find out socio-cultural backround of the market.In what way is it similar to that of yours?What are the differences?Are your products or services already there? How well the needs of customers are catered to over there?When you got all the leads then you have to decide if whatever changes in your company's strategy it takes to be on a new market, you will be sure to implement.As the market will not adapt to your strategy, but the other way round.
No.2 issue customer retention.
I do hope that the company strategy is changing due to the needs of customers.You have to be abreast of their new needs and wishes, even trying to anticipate them always with the focus being placed on your public.Fierce competition as you say only means that whatever your offering is it has to be more intriguing, fascinating and novel to your customers.When you start thinking in terms what can I do better for my customers and ask them again and again if your are improving your performance then you can be the winner.Remember you are for your customers and not the other way round.

Rgds

Adam

I think you need a much stronger client focus, a "servant" approach.

Maybe we are dealing with a language barrier here - and possibly language and cultural issues are part of your problem.

- You say you want to "exploit" customers. To me, "exploit" to me is a negative term, it refers to you getting all you can from a relationship - a "win-lose" kind of relationship where you win, and the other party loses. This is not a way to build relationships.

- You say that you want other companies to cater to your (ever changing) development tactic. No, that is wrong - they will not cater to you, you need to cater to them.

- You are looking to maintain relationships and build trust while making rapid and ongoing changes in your business. Most prospects that I talk with want stable, reliable, focused vendors, rather than folks who are in a constant state of turmoil.

Based on the very limited amount of information I have, I believe that cultural and communications issues are a major barrier to success for your firm. My recommendation is that you strongly consider retaining a firm which is familiar with the language, business culture, and business needs in the country or countries you wish to sell to.

Yuna,
This really is a good venue to start those overseas relationships. Networking is even more important in the international arena.

For example, I have good contact people in Japan but not as many in China.

It's important to get:
1) Introduction from mutual contact
2) Marketing help. Example, many Japanese use the word "scheme" when they mean "plan". Both words mean the same, but to Americans "scheme" is dishonest.

If you're looking for specific help in specific countries, please post that. If I've completely misunderstood your question, I apologize.

On the point of keeping your customer, you can do so by agressively keeping them informed. Informed about what? Informed about how they can make the best decision in buying whatever it is that you sell. Many companies spend efforts to educate new or potential customers and forget about their loyal customers.
Don't do that!

Also if you become a "salesman" for your customer you'll never lose them. Keep your eyes out for opportunities for your current customers. It shows that you're interested in their success, not just their checks.
Example: If you sell services to trucking companies and hear on the street that someone is unhappy with their current trucking company, call your customer immediately and tell them.

Hope these help. If you need contacts in Japan, let me know!

Michael