March 27, 2006
Book Excerpt: 'Who Are Our Must-Have Customers? 7 Steps to Winning the Customer You Haven't Got'
Customers are the lifeblood of your company. And on any given day, there are two different types of people who patronize your business. Core customers are your biggest fans. They love what you do, and they're willing to pay a fair price for it. Best of all, you can count on them to come back again and again. They 're the famous 20 percent of your customer base that provides the equally famous 80 percent (or more) of your profits. Over the long haul, your core customers are the only ones who truly earn their keep -- and they're the ones who will guarantee your future success.
Opportunistic customers see your products or services as commodities. They don't care whether they buy it from you or a competitor, and they'll pull out their wallets only when the price is right.
Click below to access the book excerpt: