Tag Archives: customer retention

Appointment Setting Tips – Change the Status Quo by Changing Customers

If you are what you eat, then obviously your business is what your customers are. But then again, maybe it’s not as simple. Sometimes your customers are more of a bigger representative of the entire industry than just you as an individual company. Think of how shoppers define retail or how children define the toy industry.

 

Likewise, your target market of B2B customers could be indicative of the entire industry (whether it’s financials, insurance, or technology). The really big question though is it still possible to change the benchmark standard of an entire industry simply because you’ve decided to change your own customers?

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Can B2B Leads Reveal An Old Customer’s Current Mindset?

The default answer to the title’s question would be yes. However, think about this carefully. This is an old customer. You should remember that the usual response of lead generators is to look up the customer’s past history.

 

While that’s well worth applauding, you should be careful about looking too far into the past and not concern yourself with what’s currently on a prospect’s mind. Are your B2B leads more like a trip down memory lane or does it have any current-event-type information your sales can immediately act upon?

 

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