There is a cost to acquiring new customers. Every proposal or request for tender/information you, your team, or your outsourced bid writer completes takes time, effort and money. Knowing your Customer Acquisition Cost (CAC), enables you to determine the return on investment of those efforts to grow your client base. It’s calculated by adding up … Read More
Account management
Advocate clients are your best sales reps
How do you cultivate advocate clients? By providing an amazing customer experience supported by genuine account management relationships built on trust and understanding. When your business is focused on engaging, delighting and retaining your clients, this in turn can attract new ones. The best sales reps for your business are your advocate clients. An effective … Read More
Why you should care about your clients’ Dopamine levels.
In last month’s blog I talked about the brain being a a complex structure, processing information via circuits that connect various parts of the brain to each other. I also touched on the fact that the circuits in our brains have been created based on our own, individual experiences over time. And thus, no two … Read More
Sales and account managers, you need to get inside your clients’ heads.
Perception, or reality? Both. You’ve probably seen pictures of the human brain – a complex structure of lobes, cortices and systems that basically look the same from one (healthy) person to another. Taking a closer look, our brains process information via circuits that connect various parts of the brain to each other. Whilst basic functions … Read More
Does the phrase “let’s have a meeting” make your heart sink? These tips may change your thinking.
I like going to meetings. I said this to a friend over coffee the other morning. We looked at each other for a few seconds, flat whites poised mid-air. Really? As we resumed our coffee drinking and chatted about this revelation, I realised that since I started my own business a few years ago my … Read More
Why having the same breakfast everyday could help you make better decisions. (And what this has to do with how your clients make decisions.)
Are you often surprised at how hard it can be to make some decisions and easy to make others? And it’s not always the significant decisions that are the hardest right? Unable to decide what to have for dinner, but found it a piece of cake earlier (not a good dinner choice by the way) … Read More
Not doing this could be causing your clients real pain.
Silence. Nothing. My blood pressure starts to rise and I feel completely helpless. I send another email. A few days later – another. Nothing. I look at the company’s website again – nope no phone numbers. The delivery tracking link isn’t working either. I resort to Twitter and Facebook; finally someone responds to my Facebook … Read More
These 2 things could be stopping you from winning new business, and it’s not your price or service.
Some common themes have been running through requests for tenders in recent years. In addition to the requirement to prove your capability to deliver the best goods or services to meet their needs and provide the best value for money, companies are interested in knowing much more about your organisation. Many are particularly interested in … Read More
Moving from start-up to established company? 5 tips for managing your business travel spend as your company grows.
Does this sound like your business? You’re growing, you’ve expanded your team, your client base has increased and there are more opportunities on the horizon. It’s exciting times. At the same time your costs have grown – and that includes spending money on travel. When the business was small it was easy to know who … Read More
Corporate Travel Manager needs have come a long way from the days of “tea and sympathy”. As a TMC Account Manager have you evolved to meet those needs?
The role of the travel manager* has changed. It’s a common theme at many corporate travel conferences, forums and discussions with TMC# and corporate clients. How has the corporate travel manager’s role changed? What does it mean for them, and for you as a TMC account manager? For a long time managing a travel program … Read More