Customer Chemistry: How to Keep the Customers You Want--And Say "Good-Bye" to the Ones You Don't
Proven Program for Identifying-and Focusing on-Your Best Customers \ It's the classic business paradox. You know you could get more business from your best customers, yet you devote the majority of your resources to pursuing the wrong prospects and demanding, unprofitable customers. Customer Chemistry introduces an innovative approach for identifying your best customers, then presents a systematic program for focusing on them to strengthen and benefit from your relationships with them-and...
Search in google:
Proven Program for Identifying-and Focusing on-Your Best Customers It's the classic business paradox. You know you could get more business from your best customers, yet you devote the majority of your resources to pursuing the wrong prospects and demanding, unprofitable customers. Customer Chemistry introduces an innovative approach for identifying your best customers, then presents a systematic program for focusing on them to strengthen and benefit from your relationships with them-and increase your incremental profits!
PrefaceAcknowledgmentsIntroduction1Ch. 1The Customer Dating Game: Rule 1: Know Your Customers11Ch. 2The Customer Rating Game: Rule 2: Rank Your Customers23Ch. 3Employees Enter the Customer-Chemistry Equation: Rule 3: Teach Employees to Focus on Best Customers and Prospects43Ch. 4Engaging Customers in a Continual Conversation: Rule 4: Never Stop Learning About Your Customers75Ch. 5How to Reach Your Best Customers: Rule 5: Create Top-of-Mind Marketing Campaigns107Ch. 6How to Enhance the Chemistry: Rule 6: Treat Your Best Customers Like Your Best Employees - Recognize and Reward Them127Ch. 7When the Relationship Doesn't Work: Rule 7: Say Good-Bye to Bad Customers and Dysfunctional Relationships147Ch. 8The Customer-Chemistry Checkup: Rule 8: Take the Pulse of Your Relationships159Ch. 9Conclusions, Predictions, and Chemistry Checkup Quiz183References199Suggested Readings and Resources205Index223
