What is in your Customer's Wallet? Hmmm... now that is a loaded question. Is it like your wallet? Is there a driver's license, credit cards, debit cards, insurance cards, library card, pictures of family, and a voter registration card? What else is in your customer's wallet that you need to know about?
Your customer's wallet is pretty important to you. What they hold close to them are all the things you MUST know about them. Is their wallet organized, are there people in there, is there money in the wallet, enough money to buy your product?
When you do business with a customer you are asking for a place or share in their wallet. Therefore, you should know that wallet inside and out so you will know your place in their wallet. Do they have an on-going need for your product? When will they need your product again? Does someone else in their wallet need your services? What does their wallet tell you about their particular buying cycle?
By digging deeper into your client's wallet you will uncover many needs, wants and opportunities that exist with that particular client. It's important to know how many kids or grand-kids they have - make note of the names and ages of the people that they have photos of in their wallet. Knowing this information is gold to you. The more information you have, the more you will be able to benefit from that client. The information is your gold, but more important than the gold is how you document and use it. A chunk of gold is nice; having a designer ring or necklace to show from the gold is even nicer. Information written down in a file will do you no good. You must capture and contain that data in digital format. It's essential to know everything about that client, their 'wallet', and have it at your digital fingertips.
Capturing your client's information, in electronic format is essential to being the first to their in-box, mailbox, telephone, and wallet with your latest industry information. You do not want your client - the one that you have spent your marketing time and money on - hearing information they need from someone else.
Finding your place in your client's wallet will assure you that your sales and marketing efforts with that client will benefit you over and over during their buying life cycle. So keep that information close to you, document it, use it, and, just like your own wallet, protect it, because there are thieves out there who will steal that wallet it right out from under you!
Your customer's wallet is pretty important to you. What they hold close to them are all the things you MUST know about them. Is their wallet organized, are there people in there, is there money in the wallet, enough money to buy your product?
When you do business with a customer you are asking for a place or share in their wallet. Therefore, you should know that wallet inside and out so you will know your place in their wallet. Do they have an on-going need for your product? When will they need your product again? Does someone else in their wallet need your services? What does their wallet tell you about their particular buying cycle?
By digging deeper into your client's wallet you will uncover many needs, wants and opportunities that exist with that particular client. It's important to know how many kids or grand-kids they have - make note of the names and ages of the people that they have photos of in their wallet. Knowing this information is gold to you. The more information you have, the more you will be able to benefit from that client. The information is your gold, but more important than the gold is how you document and use it. A chunk of gold is nice; having a designer ring or necklace to show from the gold is even nicer. Information written down in a file will do you no good. You must capture and contain that data in digital format. It's essential to know everything about that client, their 'wallet', and have it at your digital fingertips.
Capturing your client's information, in electronic format is essential to being the first to their in-box, mailbox, telephone, and wallet with your latest industry information. You do not want your client - the one that you have spent your marketing time and money on - hearing information they need from someone else.
Finding your place in your client's wallet will assure you that your sales and marketing efforts with that client will benefit you over and over during their buying life cycle. So keep that information close to you, document it, use it, and, just like your own wallet, protect it, because there are thieves out there who will steal that wallet it right out from under you!
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