Introducing “return on relationship” with your most valued customers
The traditional model of growing your business—by relying on employees in sales, marketing, and product development—is dying. Today’s most successful companies are taking a different approach: getting customers to market, sell, and create products for them.
In assessing client value, most companies look at the money paid for their goods and services. But in this book, Customer Strategy Group CEO Bill Lee offers a compelling new vision for growth by maximizing your “return on relationship” with select customers—those that offer rich sources of hidden wealth. A different type of ROI, this strategy of making the most of your firm’s existing relationships is a modern approach to customer relations—one that yields a distinct business advantage.
Illustrated by numerous case studies—Salesforce.com, SAS Institute, 3M, Microsoft, and others—The Hidden Wealth of Customers shows the value some customers can have by helping to market your offerings, penetrate foreign markets, leverage the demand-generating power of social media, build customer communities, improve innovation, and more. Lee explains how to effectively engage this crucial audience, which has the power to keep your strategy focused on important customer issues and increase profitability.
When done right, your best customers will prospect for you while also speeding product adoption and improving customer satisfaction and long-term loyalty.
Consider this book a blueprint for finally making the most out of your most valuable customer relationships.
The traditional model of growing your business—by relying on employees in sales, marketing, and product development—is dying. Today’s most successful companies are taking a different approach: getting customers to market, sell, and create products for them.
In assessing client value, most companies look at the money paid for their goods and services. But in this book, Customer Strategy Group CEO Bill Lee offers a compelling new vision for growth by maximizing your “return on relationship” with select customers—those that offer rich sources of hidden wealth. A different type of ROI, this strategy of making the most of your firm’s existing relationships is a modern approach to customer relations—one that yields a distinct business advantage.
Illustrated by numerous case studies—Salesforce.com, SAS Institute, 3M, Microsoft, and others—The Hidden Wealth of Customers shows the value some customers can have by helping to market your offerings, penetrate foreign markets, leverage the demand-generating power of social media, build customer communities, improve innovation, and more. Lee explains how to effectively engage this crucial audience, which has the power to keep your strategy focused on important customer issues and increase profitability.
When done right, your best customers will prospect for you while also speeding product adoption and improving customer satisfaction and long-term loyalty.
Consider this book a blueprint for finally making the most out of your most valuable customer relationships.
€25.99
Sobre o autor
Bill Lee is President of Lee Consulting Group. He is also CEO of the Customer Strategy Group, which organizes industry-leading conferences, including the Summit on Customer Engagement, Customer Reference Forum, Summit on Customer Communities, and CAB Exchange Summit. For eight years his organizations have provided educational, research, and consulting services to many of the world’s top firms, such as IBM, AT&T, Apple, Microsoft, Wells Fargo, CA Technologies, Dell, Salesforce.com, and others.Compre este e-book e ganhe mais 1 GRÁTIS!
Língua Inglês ● Formato EPUB ● Páginas 256 ● ISBN 9781422184004 ● Tamanho do arquivo 1.0 MB ● Editora Harvard Business Review Press ● Publicado 2012 ● Carregável 24 meses ● Moeda EUR ● ID 2466639 ● Proteção contra cópia Adobe DRM
Requer um leitor de ebook capaz de DRM
Mais ebooks do mesmo autor(es) / Editor
253.178 Ebooks nesta categoria
