Over the years, my experience is we do not really get to know our clients. What we do is we get to know a few that we relate to well and who we believe buy from us on a regular basis. The reality often is that our best clients will be someone that may not have an account with us for whatever reason, but buys from us on a regular basis and can be one of the larger suppliers within the client base.
How then, do we get to this extremely good client? Extremely good because they buy reguarly, at a high dollar value and pays at time of purchase. How can we enforce, improve and provide extraordinary service and benefit to this client? How can we give something back? It is these types of questions and answers which are often in our blind spots, as a business we are not even aware of the question, let alone the answer.Share