We are not simply marketing consultants that charge you a fee for advice. We actually do the research, prospecting and selling and are compensated by our results.
This section probably reveals the greatest distinction between us and in-house or other contract marketing professionals.
As much as we'd love to get out on the streets and start selling, our first goal is to understand the market as well or better than the marketplace leaders. It always is amazing to learn how little our customers truly understand about their own market. We use every research tool available to us but we have found the most effective method is "research by wondering around."
While we may exert some effort in attracting smaller customers, our primary focus is the acquisition of strategic customers. Before we start the selling process we identify our key prospective customers. The next step is to learn as much about them as we are going to need to know to convert them to customers.
Most service companies have lost sight of the fact that effective selling is about the prospective customer, not the company's services. Because we're focused on acquiring long lasting strategic relationships, the focal point of our sales cycle is to understand and find ways to meet the needs of our prospective customers.
Customer Integration
The mind set of understanding and meeting the needs of our new customer does not stop when we've addressed enough of those needs to entice them to become a customer. Our next goal is to create an environment that allows them to integrate with us their way. This means finding ways for them to run their business and use their systems as they have in the past and yet communicate with us. We want them to discover it is easier for them to do business with us than with our competitors.
Customer Integration creates an environment that allows our new customer to influence decisions we make regarding new or modified services.
Our end goal is to delight our new customer and create an environment that keeps them loyal.
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