Do your clients have a number?
If you run a top-notch company you probably do have client numbers. The key question though is – do you treat your client’s like numbers?
How much do you know about your client’s? Do you know their hobbies? Do you know their spouse’s name? Do they have any children?
Why do I think getting to know your clients on a personal level is important? I want you to consider this story. I man purchased a small and failing company that made envelopes in 1959. He has grown this business to a $100 million business employing approximately 600 people. This company is now one of the U.S.’s major envelope manufacturers. One of the chairman’s business philosophies is practiced everyday by the staff. That is to deliver more than you promise. This is achieved by getting to know your clients.
The company’s chairman is Harvey McKay and he believes strongly in really knowing his clients. If it has worked for him you may be interested to see the questionnaire that he developed for their clients.
Here is the link maybe you can use it in your company.
http://www.harveymackay.com/pdfs/mackay66.pdf
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