Friday, September 15, 2006

Who values who

Most people get the whole customer value thing wrong. I heard a famous keynote speaker and guru the other day talking about customer life time value and how we can identify customer value. She recommended we estimate the sum of what our customers are worth (purchase volume, frequency, etc.). I read another article (click on title to see the article) from the folks at Maritz and they made the same mistake. This approach is wrong. Dead wrong.

Customer advocacy only occurs when customers value you. It's about their perceptions of you. The customer doesn't care how rich they or their friends are when they decide if they like YOU. Could you imagine a wealthy person saying, "I value Joe because he likes me for my money?" It's absurd. Yet, these experts are asking you to do the same thing. Don't.

If you want higher customer advocacy, get customers to value you more than ever. Then, you'll achieve the results you want.

38 Comments:

Blogger 健康保寶 said...

若對自己誠實,日積月累,就無法對別人不忠了。........................................

2:34 AM  
Blogger 陽明山花季 said...

thx u very much, i learn a lot

10:30 PM  
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2:41 AM  
Blogger 黎仁南 said...

感謝您費心的分享您的生活!讓我也感同身受!.........................

5:25 PM  
Blogger 于雅慧毓 said...

人不能像動物一樣活著,而應該追求知識和美德......................................................

2:29 AM  
Blogger 鈺禎 said...

新手上路哦~請大家多支持(・ˍ・*) ........................................

6:47 PM  
Blogger Phuong said...

我們唯一需要恐懼的事,是恐懼本身........................................

6:54 PM  
Blogger 宏來 said...

謝謝您的分享~感恩唷!!..................................................

7:19 PM  
Blogger ManualDoby08787 said...

Every dog has his day. ....................................................

6:47 PM  
Blogger 韋于倫成 said...

Man proposes, God disposes.........................................

9:55 AM  
Blogger 韋于倫成 said...

True affluence is not needing anything...................................................

11:56 AM  
Blogger 俊達 said...

A liar is not believed when he speaks the truth...................................................

3:38 AM  
Blogger RobinGalle俊毅 said...

思想與理論,貴呼先於行動,但行動較思想或理論更高貴........................................

8:31 PM  
Blogger EleanoreBla昭彥 said...

文章不求沽名釣譽,率性就是真的............................................................

12:01 AM  
Blogger burkere said...

黃金千金,不如季布一諾。 ............................................................

5:48 PM  
Blogger 曉薇 said...

要持續更新下去喲!!祝你心情愉快.............................................................

5:56 AM  
Blogger 文群文群 said...

Poverty is stranger to industry..................................................................                           

12:16 AM  
Blogger 江婷 said...

知識可以傳授,智慧卻不行。每個人必須成為他自己。......................................................................

7:45 AM  
Blogger 建霖建霖 said...

幸福不是一切,人還有責任。............................................................

12:27 AM  
Blogger 吳婷婷 said...

快樂,是享受工作過程的結果.......................................................

10:40 PM  
Blogger 雅芳 said...

當一個人內心能容納兩樣相互衝突的東西,這個人便開始變得有價值了。............................................................

4:21 AM  
Blogger 竹青 said...

Say not all that you know, believe not all that you hear.............................................................

3:33 AM  
Blogger 幸雨幸雨 said...

One swallow does not make a summer.............................................................

5:36 PM  
Blogger 吳婷婷 said...

不要去想沒拿到的東西,多想想自己手裡所擁有的.......................................................

11:48 PM  
Blogger 于倫 said...

寂寞又無聊 看到你的BLOG 加油喔!!............................................................

3:24 PM  
Blogger 陳湘枝陳湘枝 said...

很精彩的部落格 期待你的繼續加油............................................................

3:28 PM  
Blogger 楊儀卉 said...

休息才能再次出發-隨時保持好體力-加油...........................................................

11:53 PM  
Blogger bur蔡ge佳ssal郁berto said...

世界上沒有本來就應該的事,因為老天爺也沒有劇本..................................................

10:06 PM  
Blogger 呂雅慧呂雅慧呂雅慧 said...

好棒的地方 我一定要常來~~~^^~..................................................................

7:44 PM  
Blogger ToryO_Vis建銘 said...

There is no key to happiness, only a ladder..................................................................

7:56 PM  
Blogger 家唐銘 said...

Nothing comes from nothing.............................................................

10:53 PM  
Blogger 建邱勳 said...

絕不要羞於承認自己不知道的事。..................................................

8:54 PM  
Blogger 承王蓁 said...

一時的錯誤不算什麼,錯而不改才是一生中永遠且最大的錯誤..................................................

12:52 PM  
Blogger 文瓊王王慧山 said...

讓好心情回味發酵;壞心情留在文字裡隨時間消逝吧!............................................................

11:34 PM  
Blogger 幸平平平平杰 said...

活是一種鍛鍊靈魂的東西..................................................................

8:44 AM  
Blogger 國林林林林維 said...

時間就是塑造生命的材料。..................................................... ............

8:00 AM  
Blogger 至馬馬馬馬玄馬馬馬馬 said...

果然很有意思呀....這當然要頂一頂呀 ̄﹏ ̄..................................................................

7:25 PM  
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5:10 PM  

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