Telluride Market News

Feeling overwhelmed? Just thought of everything you think you need to do to keep you from doing something.

I am a big fan of leverage and efficiency-or, as I think of it, get more from less. I also believe in the power of deliberate practice.

So I’ll give You custom-4 has only 30 minutes a week to each-that will change your life and Your revenue growth.

1. Talk to a client for 30 minutes

I am not talking about the kind of shallow cocktail party conversations that we have too often with colleagues, customers and even competitors.

Don’t talk about what you are doing now for them now, and for God’s sake, do not check-in customer surveys. (“Hi, I wanted to let you know that You are an important customer and I want to make sure we exceed your expectations.”) This type of chat does not produce a deep connection, create a partnership, or grow revenues. This treatment is expensive and degrading both of you.

Instead, let me give you some advice:

DO NOT talk about the future of the industry, competition, market conditions and economic related (from their perspective) for their company and potentially to work together.
DO NOT talk about their business prospects for six months in advance. What they are passionate about or concerned? Is there anything on the horizon that they think will cause a major shift?
Don’t ask for their advice on any business problem that You are considering new products, markets, technologies or ideas. Then praise them answer them and thank them for it.

The reason You do this is to change the nature of your relationship as senior executives/owners/decision makers. Some of it will generate more business opportunities of the changing nature of your relationship in a positive way. Think of it: You can improve the quality of the relationship is intentionally business dozens key in months. The first time, then change make talks.

2. talk to a prospect of the keys to 30 minutes

You may get your prospects through the sales people, marketing efforts, personal relations or promotion. It doesn’t matter. You should talk to at least one highly qualified prospects every week.
What do you talk to them about? THEY ARE. What business problem they are, what problems they have or are trying to solve, why are they talking to you? These are all great places to start.

See, you’re probably not going to do a hard-rock mining potential-You don’t have the time or persistence to do so focused. You can do some networking, sure. But if You want to increase your understanding of your market, connect more directly with the market needs and create some amazing new client relationships. This approach will give You the opportunity of the year, 52.

3. Speaking of industry leaders over the past 30 minutes

It’s very easy to become the smartest person in the room for your market and industry. Just talk to all other smart people. It is not difficult.

Schedule a call 30 minutes with smart people in your industry to talk about what they see as the future of the world. Then ask good questions and pay attention to their answer.

Who are those guys?

Industry Trade Association Board members
Blogger or thought leaders
Article writer
Suppliers, researchers, technology platform company

People who are interested, for their own purposes, in connecting with You. They are connected to EVERYONE else; linking to them will connect you to whom they are connected.

4. Talk with a sales person key for 30 minutes

If you have a sales force, representatives of manufacturers, dealers, distributors or brokers, spent 30 minutes per week with these people is invaluable.

Once again, I stress, living away from transactional calls. Don’t dive into the specifics of the deal at this time, hassles and problems You already manage. You want this conversation to be strategic, future search and expansiveness.

With all four of these guidelines, I encourage You to position yourself and those with whom you are speaking in the context of a very different relationship: strategic, harmonizing, forward-thinking and explore the opportunities.

If you follow this simple guide for only 90 days, You will have 50 business combination change the conversations that very well could generate revenues of more than a thousand calls a candidate.

If You think customer loyalty was motivated by personal or relationship because of your hard work, then not only are You wrong-but You put your income at risk.

The reason for customer loyalty has changed dramatically in the last decade, according to a study published in the book, “The Challenger is sold” by Matthew Dixon and Brent Adamson. Relationships and hard work are now present in the second and third on the list of what customers value most — and what will encourage them to change service providers.

On the contrary, customers are currently looking for sales people become experts — not in the product or service they offer, but in my own business customers. Sales person who can demonstrate that expertise in the sales process wins major deal from the competition before.

Here’s how Your customers consider, from the lowest value to highest:

If You know your product, you are a human cataloger
If You know your services, Your technician
If You can customize your products and services to the customer’s needs, You are a sales person
If You know the problem and Your customers, business consultant
If You know the industry market, customer and competitor challenges, you are an expert

Business customers who move them from those sales experts. If You want to be big winners in your market, You should increase your expertise and demonstrate expertise in a meaningful way to your customers.

These are actions.

1. Learn Your customers ‘ industries, business challenges and your competitors. It doesn’t have to be a the free information that will increase the value. Instead start with just a few steps:

Read and subscribe to the top of your customer’s industry two or three blogs.
Input the keyword in the notifiers Internet search tools for three or four terms on key industry issues for your customers.
Read the newsletter of the Association of trade and industry website your customers.

2. ask your customers about changes in their industry. Focus on four categories: regulatory, technology, mergers/acquisitions and innovations. This category forward and often the drivers market with the largest customer in need of help.

3. Recommend how you can help your customers. Explain how your products and solutions address the challenges ahead of them. When You demonstrate expertise, the language you use is important. Focus on their issues more than your offer. Use language:

Time: How You can help them to become faster and more responsive to the market and deadline compliance.
Money: Save and make money is always a motivation to shoppers consider expertise rating. In addition, there is a measurement of the money in connection with the market. How to work with you to change their position on the market in the field of value, price, or cost sharing?
Risk: the negative impact will come from something you point out can be powerful motivators to action. The loss of market share, the penalty for non-compliance and risk technology controlled by competitors are all threats that can help customers see you as an expert is valuable.

Achieve a level of expertise rating has a major impact on customer loyalty. Increase Your relevant expertise can help you beat your competitors work hard ‘ and personal relationships.

Derivative transactions requiring expertise. This transaction can only be done client who understands the true risk will be experienced. Unfortunately, Bank Indonesia has no criteria for this question.

According to the Economist of Bank Rakyat Indonesia Djoko Retnadi, derivative transactions are usually done between two parties, or bilateral. It causes no supervision or oversight. For that for which derivative transactions must understand the risks and benefits to be in the can.

“If you want to go to learn it first, if you need to have financial experts from banking,” he said in Jakarta on Monday, March 23, 2009.

In such transactions is not true if the position of the bank is higher (superior) than the customer, because they both agree on the agreement / contract. So far, the bank would be superior because the bank will not allow to have an open contract positions or loss would be greater than the number of transactions. “The position of the bank is not superior, equal to the initial position,” he said.

Therefore in case of default could have taken a variety of ways, depending on the agreement. Banks can change the customer in the form of credit losses. This is better than no solution at all if the customer fails to make payment. Banks could also make an agreement under hand for the completion of derivative transactions.

“It’s commonly called uncommited credit facility, is to anticipate if the customer fails to pay. This is important because if not be recorded as non-performing loans,” he said.

In the settlement of derivative transactions or restructuring, said Djoko high integrity is required. Because in terms of derivatives transactions, usually if you have a profit, which enjoy the advantages not say anything, but if it suffers losses scream.

A business plan is a map in running your business. This is a plan that will guide you on you are going to do WHAT, WHEN and HOW to do it. A business plan will also assist you in seeing more clearly about the type of business to be your path, who will become your customer, and what products or services you will offer.

If you plan to borrow funds to start your business, whether it be from a bank or investor, then you must make a formal business plan (formal business plan). Formal business plan will provide a summary of business and market, then will discuss in details about your products, customers and market share (market), suppliers, estimates of profits, competition analysis, and others. Formal business plan can be reached 20 pages and take months to complete.

On the other hand, small business owners do not need to create a formal business plan to start their business. Often they create a business plan in the form of notes during a brainstorming or in outline form. To get started, this is enough.

The important thing is to write a plan. Often small business owners start a business without a plan at all, so their ideas become blurred and they do not know what they should do next. By writing a plan, though it be a brainstorming notes, you will get a clearer picture about the kind of business you want, and how the business should grow over time.

Here are the things you should think about when writing your business plan:

1. What business would you start? Stores? Professional services? Website Online?

2. What is the purpose of your business? A business can be started as fun, but if you want to take advantage, you must know why you started your business. Is it to meet the specific needs of customers? Or create something that has never existed before?

3. How will your business make money? Are you going to sell a product, and if so what? You will get the product from where? At what price you will buy the product and how much will you sell?

4. Who will be your customers? Knowing your customers is the main thing in writing a business plan. If you know that your customers are those with limited income, you certainly can not sell products or services at millions of dollars. Knowing who your customers, will also assist in carrying out your advertising and marketing activities.

5. How will you get those customers? For example, if you plan to call him one by one, or you will hire a great sales team? You have to know how you will get customers. If not, your business will not grow.

Of course the points above are just basic steps in making a business plan, but these points is paramount

To all possible communication mechanisms to establish interactive relationships that examine the suggestions and recommendations from customers, always trying to meet quality standards in line with market expectations, low standards of continuous improvement.

The main objective of marketing strategies will always be one to one linked to building lasting relationships and long term customer by creating incentives that go beyond strictly promotional activities, from the generation of stimuli placed in orbit the personal and the familiar to create emotional ties with the organization.

These measures should be dynamic and subject to constant revision and updating, for the reason that if not renewed tend to lose their appeal over time and can eventually lead to the customer to see alternatives presented by the competition. In that sense, avoid customers to discover other options on the market as they try to recapture their interest could mean substantial additional effort for the organization.

The one to one marketing involves an extensive knowledge of the characteristics and behavior of consumers or users, from the quantitative and qualitative research, while requiring a clear differentiation and prioritization of customers, achieved in the processes of micro segmentation .

Relationship Marketing

Relationship marketing starts the operationalization of one to one and as its name suggests, seeks to create, strengthen and preserve the relationship of short, medium and long term business with its customers, in order to potential in achieving higher number and quality of transactions as possible, resorting to marketing tools, communications and public relations.

The strategy defined programs in the first instance, acknowledge and reclaim those best customers with the best performance, ie those whose volume of purchases, purchase frequency, amount of investment, commercial morality and seniority in the relationship, become more valuable to the organization and who typically generate the largest volumes of income available to the company.

In any case, prioritize actions to the “VIP” does not mean to exclude those who do not meet those characteristics. On the contrary, it seeks a design that will encourage to improve their relationships and communications with the organization and increase its turnover from the creation of a closer relationship and from the generation of value added.

Also participate in this dynamic internal customers at all levels and suppliers can be involved, alongside companies that are set up as strategic partners.

The entire structure has been the company to fully focus on meeting the needs and expectations of consumers or users, clientelizar the organization would lose its impact if not set strategist projects simultaneously allow it to carry out optimum managing relationships with customers, ensuring the loyalty of them. Additionally, management must have realized the need and importance of maintaining a stable and lasting relationship with customers, which potentiates the personalization and individualization of the relationship, which will enter programs through access to new technologies and the framework of new concepts marketing issues.

From the point of view of conceptual references, one to one marketing is the cornerstone on which to build a series of concepts such as:

• Relationship Marketing
• Database Marketing
• Integrated Direct Marketing
• CRM (Customer relationship management)
• E-commerce.
• Marketing One To One

It originates and is understood from the relationship between the company and its customers, based on knowledge of consumer habits, buying habits and communication habits of consumers or users who you want loyalty, obtaining from repurchase shares and return, until they become a source of ongoing information on all events that affect the business relationship and management of the enterprise.

With technology advancing every day, information science offers powerful tools companies to carry out their operations. In this work we play area close to some emerging methodologies in the field of marketing that facilitate the operations of organizations.

CRM interested me by its acronym unknown and the popularity of them in the business world, there is considerable literature that relates to CRM, which treats the subject as something innovative, the truth, I think it is the oldest item in the field of marketing “the personal relationship between a company and its customers.” While it is true that with the advent of economies of scale and development of the Industrial Revolution in the last 3 centuries of our history, markets have become increasingly large, the relationships between large companies and their customers have largely cooled and separated in time, making corporations in “Giant Monsters without Cold Heart” who only think about profit in any way possible.

When I decided to work on the CRM (a concept unknown to me), I realized that this concept does not work alone, but part of the theory of relationship marketing, so I gathered data throughout the process and put it on the job so that the reader understand where in the process enters the concept of CRM.

The industrialization process and the systematization of the tasks have become to big giant companies with efficient processes and lower operating costs, but have been away on personal relationships with their customers is the reason why there are still the old small business known for its proximity to the customer not only commercially but on a personal level. “The small Abastos the corner”, “The bakery across the street”, “La Charcuterie Mr. John,” The fruit shop miguel “, etc, have been typical small businesses that have always existed and always retained its small customer , “How so? How have survived being eaten by monsters like the Central Madeirense or hypermarkets, they have better prices and products, the answer is simple: They have managed to build close personal relationships with their customers. These small business owners know the names of their customers, know their customs, their problems, their aspirations, their ideals. Through the years have built strong relationships with its customers and this has left them survive in the world.

A sustainable business is hard, not because it makes a sale or a purchase, but the idea is to build links with our customer satisfaction for business to achieve sustainable and profitable.

What does the customer?
Be respected: 73%
Loved one: 42%
Be considered intelligent: 46%

What to do?
Treated well and with respect to all consumers, especially those who are usually not treated well by other companies.

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