Comments on: Losing focus and changing metrics in a tough economy http://www.cultivatingyourcustomers.com/2009/12/15/losing-focus-and-changing-metrics-in-a-tough-economy/ Building customer retention and loyalty Wed, 30 Nov 2011 09:36:47 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Wayne Smallman http://www.cultivatingyourcustomers.com/2009/12/15/losing-focus-and-changing-metrics-in-a-tough-economy/comment-page-1/#comment-325 Wayne Smallman Mon, 21 Dec 2009 10:16:15 +0000 http://www.cultivatingyourcustomers.com/?p=292#comment-325 Mark, hi! The point you make about customers that are drawn in by offers (and then leaving, to go in search of another offer) is a really good point, relevant to all kinds of business once you think about it. I deal with a relatively small number of projects that are often in the low thousands, so offering deals / discounts isn't the way forward for me. Instead, the added value aspect only becomes accessible once the relationship opens up over time (typically the first year onwards). So it's a long-term game for me. Mark, thanks for the kind mention. Speak soon... Mark, hi! The point you make about customers that are drawn in by offers (and then leaving, to go in search of another offer) is a really good point, relevant to all kinds of business once you think about it.

I deal with a relatively small number of projects that are often in the low thousands, so offering deals / discounts isn’t the way forward for me.

Instead, the added value aspect only becomes accessible once the relationship opens up over time (typically the first year onwards). So it’s a long-term game for me.

Mark, thanks for the kind mention.

Speak soon…

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