The who is more important than the what

We often get asked the same question: how can businesses start to talking to all their customers, more often and with more relevancy.

However, almost always, the real question the client is asking, is what can they say that will result in more sales.

We believe that this is the wrong way to look at it

In fact, the most important question should be who you need to talk to, not what you need to say to them.

As an example, if you were able to rank your customers in order of ‘potential of buying from you’, then it seems pretty obvious that by spending a day a week calling up, or visiting the top 5% of your customers (and potential customers) and just chatting to them, you’ll close far more sales than by spending that day writing clever emails and enticing blog posts designed for all of your readers.

Not all CRM systems can do this (hint: ours can!) but if yours can, don’t you think this would make a difference to your monthly sales?