Why do some firms have close rates as high as 80% and others as low as 10%? Why do some firms consistently grow and add new staff while others undergo cutbacks and lay workers off? The answer isn’t simple, but firms can begin to answer questions like these by looking at how they market to customers.
Traditional marketing techniques encourage companies to identify what customers want and provide that value in a “product”– without developing an on-going ‘give and take’ relationship with the customer. But many successful companies have made a paradigm shift in how they market to customers–it’s called “Relationship Marketing.”