November 10, 2008 Over the next three Mondays I will present three keys to successful relationship marketing. I remember watching a focus group with lapsed customers of a major telco. One participant described, in glowing detail, what my client’s brand meant to her. When the moderator asked why she was no longer a customer she looked at him [...]
Read the full article → October 31, 2008 Are you tricking your customer into buying? Dr. Steven Epley, the founder of Epley Market Research, told me, “90% of loyalty problems can be traced to a flawed sales process.” The first principle of the five Customer Relationship Marketing Principles is, “Attract the right customers for the right reasons.” Tricking customers into buying your product, [...]
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