Customers
It may seem a pointless question but what do you value more? Most would value clients more - but why? Well mainly because a client is felt to be “closer” to the supplier than a customer. A customer has a more transactional relationship with a supplier. Customers buy, clients recommend. Customers buy once or twice, clients buy more than that. Clients trust their suppliers, customers make a more logical purchase decision. So how do you turn a customer into a client and how do you stop a client turning into a customer? Let’s talk.
This is all fine but what if you don’t have the customers you need never mind the client? Then we need to go further back to find your suspects (people you would like to do business with) and prospects (people you are trying to do business with). So what should you know?
- What does a suspect look like?
- Who are your prospects?
- Why did your customers buy?
- Why do your clients trust you?
Know those things and you will be looking forward to a much happier life!
