Why is mystery shopping such a secret for B2B companies?
Every organisation needs the insight that comes from walking in their customers’ shoes. Only when you see what they experience as they try to buy from you can you really organise your business properly around customers’ needs. This is hardly new, but for B2B companies, take-up of such basic insight management has been surprisingly slow, as an article in this month’s issue of Professional Services Marketing magazine explains. The ... read the full post »
01 October 2012 | Posted by : Andy M Turner | 2 Comments »
Tagged : law firms, marketing, mystery shopping, new business, reputation.
A great, creative example of how to win business using Twitter
I really like how a freelance Dutch creative duo used Twitter to get noticed and ultimately hired by a hard-to-reach group that happens to spend a lot of time on Twitter: creative directors in advertising agencies. Naturally, I'd prefer read the full post »
04 July 2011 | Posted by : Andy M Turner | Comment on this post »
Tagged : new business, proactive, selling, social media, Twitter.
Why we need to hear less from you and more from your customers
Most people old enough to be in senior management roles today know the slogan 'Let your fingers do the walking'. It did wonders for promoting Yellow Pages and joined the advertising hall of fame back in 2002. But how about ‘Let your clients do the talking’? Nope, that doesn’t resonate quite so loudly does it? But it should, because credible endorsements from others are one of the most potent ... read the full post »
07 January 2011 | Posted by : Andy M Turner | 1 Comment »
Tagged : communications strategy, marketing, new business, reputation, selling, third party endorsement.
Pitching is on the rise – but who really pays and how much does it cost?
Most companies who hire marketing services firms love to assert their power by making their suppliers jump through hoops from time to time, and it’s an increasing practice. Which is why, a few times each month, suppliers of advertising, public relations and other marketing services have to participate in a time consuming and usually fruitless ‘beauty parade’ game, otherwise known as pitching for client business (other businesses use the more ... read the full post »
18 May 2010 | Posted by : Andy M Turner | 1 Comment »
Tagged : agencies, agency management, Microsoft, new business, pitching, PR firms, PRCA, selling.