Archive for the ‘Client Relations’ Category
Thursday, December 2nd, 2021
One of the most common mistakes I see many businesses fall prey to, and especially small businesses, is focusing too much on getting in new customers/clients and not enough on nurturing the customers they already have. I think most businesspeople are widely familiar with data that indicates that existing customers represent more value in terms of repeat business, at less investment of time and money, than seeking new clients/customers. Yet far too many small businesses, perhaps because they’re worried about keeping the customer pipeline full, neglect the customers they already have.
Savvy small businesses can take steps to nurture those new customer relationships by being proactive and process-oriented in their approach. For instance:
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Tags: attracting and retaining customers, attracting customers, building customer relations, communicating with customers, customer appreciation
Posted in Business Development, Client Relations, Customer Communication, Customer Service | No Comments »
Tuesday, November 16th, 2021
First there was AIDA, then the notion of a sales “funnel” emerged and the concept of a buyer’s journey that began at the top of the funnel (TOFU), moved to the middle of the funnel (MOFU) and ultimately ended with a sale at the bottom of the funnel (BOFU). But is this concept too simplistic—and too linear—to truly represent today’s buyer’s journey? Was this model ever relevant in a business-to-business environment? Are content marketers wasting their time attempting to create copy that focuses, discreetly, on TOFU, MOFU, BOFU?
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Tags: Advertising, AIDA, buyer's journey, Marketing, marketing strategy, sales funnel, sales strategy, top-of-funnel
Posted in Business Development, Client Relations, Internet Marketing, Marketing and Branding, Marketing Communication, Sales | No Comments »
Tuesday, August 17th, 2021
I do a lot of presentations (and since the pandemic emerged, webinars) on marketing-related topics. When I do, I try to provide as much practical and useful advice as I can. I don’t worry about “giving away my secrets” for a couple of reasons:
- They’re not that secret—they’re just good, proven, elements of effective marketing and communication.
- Telling someone how to do something rarely translates into the ability to actually do that something.
- The small business owners and entrepreneurs—and, often, even senior and very seasoned marketing executives in large organizations—simply don’t have the time to do it themselves.
They often need to call upon others—agencies or freelancers—to help them out. (more…)
Tags: finding an agency, finding freelancers, help with marketing, hiring an agency, marketing assistance, marketing consultants, marketing contractors, social media consultants
Posted in Client Relations, Content Marketing, Marketing and Branding, Small Business Strategy | No Comments »
Tuesday, June 29th, 2021
I saw a very interesting question in an online group I monitor recently: “Is it ever a good idea to give your work away?”
In this case, the question was related to consulting services but the question could just as easily apply to companies selling tangible products. And, perhaps, it is in comparing the two ─ services and tangible products ─ that this answer can make the most sense: “Yes, there are definitely times when giving your work─or your products─away can be a good idea!”
But when?
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Tags: Business development, charging for your services, charging for your work, giving your work away, pro bono, product sampling, speaking fees
Posted in Business Development, Client Relations, Customer Communication, Marketing and Branding, Small Business Strategy, Strategy | No Comments »
Thursday, June 17th, 2021
COVID-19 has upended a number of industries and jobs. Among the professions that have been hardest hit are sales and business development, which have traditionally relied on face-to-face interactions to build networks and relationships. People who ply those trades have had to pivot to remote selling with mixed success. (more…)
Tags: best practices in social media marketing, effective sales, online marketing, sales and marketing, selling online
Posted in Business Development, Client Relations, Customer Communication, Customer Service, Innovation, Internet Marketing, Marketing and Branding, Remote Work, Sales, Technology | No Comments »
Saturday, December 19th, 2020
It’s fair to say that few, if any, companies—or their communication staff—were prepared to respond quickly and appropriately to the impacts of the COVID-19 pandemic. As millions of employees suddenly found themselves working remotely from their homes and millions of customers found themselves suddenly shut off from the companies and brands they typically engaged with, communication professionals began grappling with important questions, including the following: (more…)
Tags: content marketing, digital marketing, marketing best pratices, marketing during COVID-19, online marketing
Posted in Business Development, Client Relations, Content Marketing, Customer Communication, Customer Service, Internet Marketing, Marketing and Branding | No Comments »
Tuesday, April 14th, 2020
With millions of people out of work and countless businesses shutting their doors temporarily, or even permanently, many businesses are wondering whether they should maintain their marketing communication activities.
Our Advice: Yes, But…
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Tags: coronavirus, COVID-19, Customer Communication, Employee Communication, managing communications, pandemic, public relations
Posted in Brand Management, Client Relations, Content Marketing, Customer Communication, Marketing and Branding | No Comments »
Friday, April 10th, 2020
One of our clients in the health care space has been focusing her communication efforts with health care organizations on reminding them to maintain their focus on the brand promise. This may not seem like the time to do that. We agree with her, though, that it is.
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Tags: brand alignment, brand promise, coronavirus, COVID-19, employer brand, pandemic
Posted in Brand Management, Client Relations, Marketing and Branding | No Comments »
Wednesday, April 8th, 2020
“How are you doing?”
It’s a question we’ve been reading and hearing a lot over the past few weeks. Chances are, unfortunately, we’ll be hearing that question for the foreseeable future.
How are you doing? It matters and it pays to ask.
Our clients tend to be consultants, publishers, agencies and very large organizations. The vast majority, while not always technically “essential enterprises” are still doing business, but not in the same way.
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Tags: Community Relations, coronavirus, COVID-19, customer relations, Employee relations, pandemic, strategic communications
Posted in Client Relations, Customer Communication, Marketing and Branding | No Comments »
Friday, December 13th, 2019
by Justin Grensing, Esq., MBA
In many B2B relationships, the amounts of money changing hands can be significant. For small businesses engaged primarily in the B2B realm, a single B2B client could make up a huge percentage of the small business’s total revenue. Moreover, the products and services offered to B2B customers can be fairly complex and take time to deliver in full. All of this makes the invoicing process a valuable tool for small-business owners serving B2B customers. A well-designed invoicing system can help smooth cash flows and provide revenue even before the ultimate completion of a final deliverable. (more…)
Tags: better business practices, billing clients, business practices, Customer Service, invoicing systems, managing cash flow, payment milestones
Posted in Business Development, Client Relations, Customer Service | No Comments »
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