You Might Be Customer Focused If…
A lot of sales organizations today recognize how profitable being customer-focused can be, and subsequently ‘claim’ to be customer-focused.
Here’s a litmus test to help you determine if your customer-focus claim is valid.
You might be customer-focused if…
1.) You know that focusing on helping your customers reach their targets will result in you reaching your target.
2.) Your customers consider you an insider, part of their team, and frequently seek your advice and guidance.
3.) You spend at least as much time and money learning about advertising and what motivates your customers’ customers, as you do learning about selling or broadcasting.
4.) You have more consistent 52-week advertisers on the air than your package-peddling counterparts, and your renewal rates are notably higher.
5.) You are famous for your integrity. You have actually turned down business you felt did not serve your customer’s best interest.
6.) You don’t allow anything on the air until you have personally reviewed the scripts to ensure they will produce the desired results.
7.) You deliver comprehensive written evidence of your over-performance after every campaign and conduct a post campaign analysis to make each campaign work harder than the last.
8.) You never knock another station.
9.) You plan a Valid Business Reason for every customer contact.
A valid business reason is any reason that benefits your customer.
10. You always under-promise and over-deliver.