Send a personal thank you after each sales transaction. Even if it is from front line worker who packaged order, a personal and sincere thank you after every transaction puts a face with a product and helps employees understand whom they serve. As simple as it may sound, improved communications between your organization and your customers solves customer relations problems you will face, it increases sales, and improves your profits. These tips also work with your partners, vendors, and others you interact with in course of business. Tackle one of these areas today and you will be astonished in results.

Copyright © 2002 Justin Hitt, All rights reserved.

Armed with a clear understanding of what makes your best customers most profitable and differentiates them from your least profitable customers; it is time to put this information to work. If for every ‘Top Ten Percent’ customers you could get another customer just like them, would you agree that your reward would be greater profits? In most cases, targeting your most profitable customers points your organization in a direction for gaining customers that will earn company most income for dollar invested. Distribute this newly gained customer profile to each of your sales and marketing people – this is your new target customer.

As your company changes its focus, to those most profitable customers, it should consider giving away its least profitable customers – if a customer is not profitable, stop serving them. Do not upset them; just orient your new services around needs of those customers who are already profitable to your organization. Even consider charging unprofitable customers more so you can break even on serving them. It may take a few cycles but eventually you can grow your ‘Above Average’ customers to be more profitable while reducing number of customer you are serving at a loss. Over time, you will be rewarded for your efforts with an overall improved quality of customer.

Once you have obtained larger picture of who your most profitable customers are and start addressing their needs specifically, your whole business strategy becomes more focused on type of individual who already demonstrates most real income to your business. This is not an easy strategy, but with right measurable information and solid demographics, you are on your way to greater profits in your business.

Copyright © 2001, 2002 Justin Hitt, All rights reserved.