It’s not enough to communicate these days; you have to socialize.
This means talking with people, not at them. Because in today’s world, the opinions of other people count a heck of a lot more than yours do. Especially in B2B sales where nobody wants to get fired because they picked the wrong vendor.
The key here is to provide opportunities for your customers and prospects to interact with you online and in person. This is more than setting up a separate e-mail box for feedback. It means things like customer councils. Referral programs. Customer message boards. Weblogs. Event sponsorships. Speaking engagements. What you need is a place where customers and prospects can interact with you and know that you are listening and paying attention.
The opinions of others are more accessible and more important to getting and keeping customers than ever before. Customers and prospects expect to have one-on-one communication with the companies they partner with.
Sierra can help you find the best approach for your business model, your customer and prospect base, and your budget.
