CEO Tools Blog
Jan 2013 12-Seasons: TOP TOPLINE TOOLS!
January's 12-Seasons kicks the year off right by focusing on getting more top-line results, more volume in your business. Not a re-hash, but better ways for you to identify and get new customers and more sales with existing customers. Here are the top five top-line improvers, in rank order:
Customer TOMA Tool
Customer Care Tool
Give Customers 100:100
What is each and how implement to get remarkable results? The most impactful tool for getting new customers and selling existing customers more is the TOMA (top-of-mind-awareness) system given to us by the greatest marketing guru, Jim Cecil. Very simply, touch both customers and prospects eight times a year with a "non-selling" message...they will contact YOU the minute they need what you do sell. You will be Top-of-Mind with them! That simple! Use a CRM (customer relationship management) tool to send them a personal card, a tool that will help them, an article that might be of interest, just a "touch." See the free TOMA tool on our website for more detail.
Customer Care is also simple: provide amenities to your customer that no one else does. Like an informational monthly summary that talks about their business, not yours. Feed Customer Garden (also from Jim Cecil): separate your customers into three or four groups that individually need a different kind of "customer care" -- your competitors don't do this!
Give Customers 100:100 is a combination of the above: when you provide the accumulated attention from the above tools, you are giving the customer "100%" or maybe even 110%. Then when you need favors of customers, they will be happy to accommodate a request for a one-time earlier payment, or understanding of a slightly late shipment, or a concession of some other kind. They're willing to give 100% because you did.
Finally, the Customer Calendar is simply a tracking system to assure you are doing the above new behaviors; a simple reminder system to alert you to take action. More detail on each tool is available at www.ceotools.com and www.ceotools.com/BLOG for you.
As always, we hope these ideas help your top-line and thereby your bottom-line in 2013!
With very best New Year and business betterment wishes, Kraig