If you want to be successful in today's complex and dynamic markets, you must correctly manage three moments that are complementary and, if you succeed, you will be able to achieve differentiation and positioning.
Next, we will analyze the Circular model
The first thing that every modern company must do is define how it will attract new customers to its business. We call this Demand Generation.
The key right now is not to look for quantity, but rather, quality.
Technology can be a great ally to reach the segments of interest with a more efficient investment. Most companies invest incredible sums of money in generating demand, but the quality of the demand bolivia telegram data poor, which makes conversion difficult and therefore a great loss of money. In order to achieve quality, it is vital to make a prior investment in clearly defining the market segments we want to target and defining our value proposition. With this, we can turn to specialized agencies to help in choosing the best channels and building the creativity necessary to impact the target audience . This applies to both On and Off line channels.
Once quality demand has been generated, we must work on demand management (sales). Here, it is essential to ensure that we have a differential value proposition and to train the sales force at all times . Today, the traditional sales process has undergone major changes and requires a much more proactive sales force with new skills. We must train teams in the use of technologies and new forms of communication, as well as in negotiation skills, generating empathy and new processes.
The third aspect, often underestimated, consists of developing many strategies for customer relations. When we talk about relations, we refer to making contact with them to show them that we care about them and to offer them some kind of benefit that makes them feel special. Here it is important to differentiate the “transactional relationship” from the long-term relationship. The first occurs when we only make contact with clients to sell or promote something, as well as when they call us with a complaint or question. This is more like customer service. True relations consist of maintaining contact with our current and potential clients based on their interests, providing them with information, tools, etc. But without directly selling anything, it is a service that we provide to our public as part of the benefit of belonging to our community. Over time, good relations end up generating recognition and with it loyalty and recommendation.
If you manage and invest equitably in all three moments, you will be much closer to achieving the success you seek and, most importantly, you will be more efficient and recognized.
It has been said for some time now that we are no longer chosen for the “what”; we are chosen for the “how”; and the “how” is much broader and more difficult, and that is where the incentive lies. If it is difficult and we achieve it, we will be difficult to match.