Customers are deluged with offers from us and our competitors, and what they really want is someone who shoots straight with them and is knowledgeable about what they're selling. We've heard that our customers want value, they want a partner that will listen to them, listen to them about whatever technology problem they're experiencing -- whether their IT budget is tight, or their systems aren't running as efficiently or things like that.
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Those are the problems customers are facing, and we want to help them solve it with a solution.
To give you an example, one of our customers had an extremely tiny budget and a tight deadline, and they needed a disaster recovery solution, and the criteria limited what we could recommend, but we listened and came up with a great solution that met every one of their needs, and they totally appreciated us after that.
Return to the lead management FAQ guide and read the rest of Jay's expert responses.
This was first published in January 2008