What’s your Serving/Selling ratio? | CustomerThink

Found at http://www.customerthink.com/blog/what_s_your_servingselling_ratio?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed%3A+customerthink+%28CustomerThink+-+All+Content%29&utm_content=Google+Feedfetcher

Let’s be honest. The vast majority of resources we devote to this practice we call marketing is spent selling. But if marketing is about answering the wants and needs of customers, as we believe it is here at Understand and Serve, we need to ask ourselves why the vast majority of our time, budget and blackberry inbox is occupied with pushing our wares on the market. I don’t think we don’t have the Serving/Selling ratio right.

Don’t get me wrong. I’m not arguing for a new-agey or philanthropic paradigm. The idea of serving customers better actually makes hard-nosed business sense. Indeed, as top producing professional salespeople have proven for decades, knowing your prospect, what makes them tick, understanding the context of their job and their needs, is the most essential step in the eventual closed sale.

To be continued at http://www.customerthink.com/blog/what_s_your_servingselling_ratio?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed%3A+customerthink+%28CustomerThink+-+All+Content%29&utm_content=Google+Feedfetcher

Reblog this post [with Zemanta]
This post is recommended for you  Your Most Important Digital Asset Needs The Most Work