![]() Our salesperson ushers you to the office of the CEO, who is waiting to greet you.At the security desk, the guards tell you that your visit is so important to us that you've been preregistered.By the way, our employees saw the same sign when they came to work, so they know that your visit is the most important thing going on today. At our headquarters, you're greeted with a welcome sign listing your name and title and all the names and titles of the people with you, along with pictures of your packaged products (we make cans and other types of packaging).You're going to experience these seven steps to an emotional connection: To get a sense of what we do, imagine that you're a prospective buyer and that you've come to our company, at our invitation and cost, to pay us a visit (we routinely invite customers to our facilities). Everything that happens during buyers' first contacts with our company counteracts their sense of being undervalued and lets them know how important they are to us. In fact, that premise is central to my company's approach to forging an emotional connection with prospective customers. ![]() But I'm rarely wrong when I make that assumption about people, and especially about potential clients. You're unappreciated in your company, and you've begun to doubt your importance there. To Win the Sale, Win Your Customer's Heart ![]()
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