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Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
Relationship marketing (AMA 052412)
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Relationship marketing (AMA 052412)

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How do you develop closer relationships with your prospects and customers? How much are those relationships worth to you? or to them? and how do you know? …

How do you develop closer relationships with your prospects and customers? How much are those relationships worth to you? or to them? and how do you know?

I delivered this presentation to the American Marketing Association's Virtual Exchange on May 24, 2012.

Published in: Business
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  • 1. Improve Y ourRelationships -Starting Today!Jeff Weinberger www.dsthree.com © Jeff Weinberger & DS3 Consulting
  • 2. Marketings ResponsibilityDeveloping and managing relationships www.dsthree.com 2
  • 3. This story is fiction. Any similarity toreal-life characters or events is purelycoincidental. www.dsthree.com 3
  • 4. Engage W and How henTargets WantThey tell us - we need to learn to hear it www.dsthree.com 4
  • 5. courtesy of touchpointdashboard.com www.dsthree.com 5
  • 6. www.dsthree.com 6
  • 7. Stop Shouting - Let ThemTalkLook closely at specific actions - nomatter how small. www.dsthree.com 7
  • 8. Stop Shouting - Let ThemTalkLook closely at specific actions - nomatter how small.Profile based on action patterns www.dsthree.com 8
  • 9. Stop Shouting - Let ThemTalkLook closely at specific actions - nomatter how small.Profile based on action patternsUse your data & learn whatquestion(s) to ask www.dsthree.com 9
  • 10. Transformation www.dsthree.com 10
  • 11. Transformation www.dsthree.com 11
  • 12. Finding the Value RevenueDisruption Potential Share of Wallet Reference Loyalty www.dsthree.com 12
  • 13. Engaging EffectivelyLearn the customer triggers www.dsthree.com 13
  • 14. Engaging EffectivelyLearn the customer triggersDesign your communications around target- defined actions, and Listen. Hard. www.dsthree.com 14
  • 15. Engaging EffectivelyLearn the customer triggersDesign your communications around target- defined actions, and Listen. Hard.Keep doing this after the sale! Repeat/on- going business and referals depend on it! www.dsthree.com 15
  • 16. Engaging EffectivelyLearn the customer triggersDesign your communications around target- defined actions, and Listen. Hard.Keep doing this after the sale! Repeat/on- going business and referals depend on it!Build stronger, lasting relationships immune to competitors www.dsthree.com 16
  • 17. W W hat e’ve Learned1) Engage in a two-way relationship -how and when the customer is ready www.dsthree.com 17
  • 18. W W hat e’ve Learned1) Engage in a two-way relationship -how and when the customer is ready2) Deliver what your customer needs -when and how they need it. www.dsthree.com 18
  • 19. W W hat e’ve Learned3) Focus on building the relationship -from their perspective. www.dsthree.com 19
  • 20. W W hat e’ve Learned3) Focus on building the relationship -from their perspective.4) Engaging at the point targets want toengage will lead more customers to your www.dsthree.com 20
  • 21. Start today.Make your marketing moreeffective.Thank you! @jweinberger www.dsthree.com21

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