Comments on: Business Week Savvy Selling Interview http://www.ducttapemarketing.com/blog/2007/04/23/business-week-savvy-selling-interview/ Small business marketing blog Thu, 21 Apr 2011 08:39:07 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Daniel Sitter http://www.ducttapemarketing.com/blog/2007/04/23/business-week-savvy-selling-interview/#comment-1559 Daniel Sitter Wed, 30 Nov -0001 00:00:00 +0000 #comment-1559 Great interview John! I couldn't agree more with your strategies and systems approach. You are absolutely correct about the importance of that first sale. Likening the customer relationship to a personal one, that first sale is the point at which the romance evolves into a committed relationship! Sales two, three and so on naturally occur only if the romance and committment continue to grow. Referrals happen when the customer's satisfaction overflows! That has to be earned. Great insight and advice! Keep up the good work. Great interview John! I couldn’t agree more with your strategies and systems approach.

You are absolutely correct about the importance of that first sale. Likening the customer relationship to a personal one, that first sale is the point at which the romance evolves into a committed relationship! Sales two, three and so on naturally occur only if the romance and committment continue to grow.

Referrals happen when the customer’s satisfaction overflows! That has to be earned.

Great insight and advice! Keep up the good work.

]]> By: Scott http://www.ducttapemarketing.com/blog/2007/04/23/business-week-savvy-selling-interview/#comment-1581 Scott Wed, 30 Nov -0001 00:00:00 +0000 #comment-1581 Hi John - agree, great interview and the concept of "lifetime value of a customer" is infrequently seen....in other words, all business owners should see every prospect not as a single sale, but as the sum total of their worth to the business over their lifetime - for some this could be a once off (lawn mower), for others, it could be a 30 year relationship (lawn care service). A big problem in the small business world is that business owners are not actively out there looking for advice. I have tried to address this by getting back to why someone is in business in the first place, before moving onto techniques - http://changeyourbusiness.blogspot.com Thanks Scott Hi John – agree, great interview and the concept of “lifetime value of a customer” is infrequently seen….in other words, all business owners should see every prospect not as a single sale, but as the sum total of their worth to the business over their lifetime – for some this could be a once off (lawn mower), for others, it could be a 30 year relationship (lawn care service).

A big problem in the small business world is that business owners are not actively out there looking for advice. I have tried to address this by getting back to why someone is in business in the first place, before moving onto techniques – http://changeyourbusiness.blogspot.com

Thanks
Scott

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