Art Jacoby's Monthly Newsletters
Newsletter Library - June 2006
Strengthen your Customer Portfolio
Building long term relationships with a significant number of quality customers is an important goal. The value of your business is directly related to your customer portfolio. New customers will be greatly influenced by the caliber of your existing relationships. Prospective employees will be drawn to the opportunity to work with better customers.
Better customers generally:
- Make significant purchases
- Buy repeatedly over time
- Purchase high margin products/services
- Are easy, and enjoyable, to service
- Promote your products/services to others
- Have low acquisition costs
- Represent respected leaders in their market
- Comprise growing, financially secure businesses
... are ones where you can consistently exceed their expectations.
Focus attention and efforts on targeting better customers and you will be more successful capturing them. Become known as a business who serves the needs of quality customers.
Better customers mean a better future.
Art Jacoby advises high potential growth companies.
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