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Colleen Francis's Articles in Customer Service

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  • Searching for Excellence
    Many companies invest far too much time in looking for new customers, rather than making their existing customers happy. Over the years it has been seen that existing customer is less expensive than acquiring a new customer. There are four most important steps for increasing sales results, revenues and exceeding in sales targets.
    These tips and techniques will help professional sales people fuel their success.
  • Climbing MT. SAMIE
    I never cease to be amazed at how many sales people focus on themselves rather than on what their customer actually wants to buy. Are you selling to Marketing VPs in the textile industry or Chief Technology Officers in the aerospace industry? The answer to this question defines your product, whether it’s a tradeshow booth, retirement-planning system, clothing line or human resource staffing service. If your solution will help a prospect accomplish something or achieve their sales targets, then you will be much more likely to grab their attention.
  • Know Your Customer
    It’s much easier and more profitable to keep an existing customer than it is to land a new one. Research tells us that most North American companies lose half of their customers every five years. Four of the best practices used by some of the top firms in the country to increase their customer retention rates and maximize their profits are Measure your current status, confirm the criteria for success, know your customer’s requirements and ask them questions related to your products and services.
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