The Corporate Executive Board's Sales and Marketing Practice surveyed more than 5,000 individuals to find out what makes customers:
- Keep buying from a particular business;
- Buy even more over time; and
- Advocate on that business’s behalf.
According to BusinessWeek, the results reveal four clear strategies for winning customer loyalty in a down economy: focusing not on what you sell, but how you sell it; placing value on helping your customers; rewiring the sales pitch to deliver insight, not extract it; and building a strong network of customer advocates.
For more information on how to implement those strategies in your business, read the full article.
Source:
BusinessWeek: Retaining Customers Through The Downturn
