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.
7. Stop Shouting - Let Them
Talk
Look closely at specific actions - no
matter how small.
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8. Stop Shouting - Let Them
Talk
Look closely at specific actions - no
matter how small.
Profile based on action patterns
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9. Stop Shouting - Let Them
Talk
Look closely at specific actions - no
matter how small.
Profile based on action patterns
Use your data & learn what
question(s) to ask
www.dsthree.com
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14. Engaging Effectively
Learn the customer triggers
Design your communications around target-
defined actions, and Listen. Hard.
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15. Engaging Effectively
Learn the customer triggers
Design 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
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16. Engaging Effectively
Learn the customer triggers
Design 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
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17. W W
hat e’ve Learned
1) Engage in a two-way relationship -
how and when the customer is ready
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18. W W
hat e’ve Learned
1) Engage in a two-way relationship -
how and when the customer is ready
2) Deliver what your customer needs -
when and how they need it.
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19. W W
hat e’ve Learned
3) Focus on building the relationship -
from their perspective.
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20. W W
hat e’ve Learned
3) Focus on building the relationship -
from their perspective.
4) Engaging at the point targets want to
engage will lead more customers to your
www.dsthree.com
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21. Start today.
Make your marketing more
effective.
Thank you!
@jweinberger
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