Successful Customer Strategy Focus #1:
Customer Acquisition
Are you acquiring new customers who are great fits and have a high propensity for a long-term, profitable relationship?
How Do You Score?
Score yourself from 1-10, 10 being "have in place and use almost daily," and 1 being "do not have at all," on these Customer Acquisition Best Practices.
Businesses with a Successful Customer Acquisition Strategy:
- Have a clear understanding of their ideal customer, who they are, where they are, and how to reach them
- Can quickly and efficiently identify and convert a prospective customer
- Have effective presentation and communications tools to preflight and educate the prospective customer
- Have an empowered sales force who understand the ideal customer, how to compress the sales cycle and generate higher-quality new business
- Are able to transition a prospect to a customer without breakdowns
- Have written documentation on their customer acquisition strategy and process
- Consistently monitor and adjust the performance of their customer acquisition strategy
- Align with communications strategies for consistent messaging so the customer receives a consistent experience throughout their relationship with the business
- Are able to openly dialog and innovate new business opportunities and creatively solve problems as a unified team
