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Dealer Management | Dealer/GM News | Digital Dealer | Fixed Operations News | Lead Management & CRM | Leadership | Pre-Owned Sales & Marketing Strategies | Sales & Marketing | Sales Management
July 3, 2014

Three Simple Tactics to Increase Customer Loyalty

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Dealer Management | Dealer/GM News | Digital Dealer | Fixed Operations News | Lead Management & CRM | Leadership | Pre-Owned Sales & Marketing Strategies | Sales & Marketing | Sales Management
July 3, 2014

Three Simple Tactics to Increase Customer Loyalty

loyaltymaxThree simple tactics to increase customer loyalty, according to Marketing Profs.

For years, my business approach was this: If you make something truly remarkable, it will sell itself. I know, it’s very “Field of Dreams,” but that’s how I thought.

And then I read The Challenger Sale, a book by Matthew Dixon and Brent Adamson, and it changed my perspective forever.

In the book, Dixon and Adamson present the findings of a customer loyalty study. They found that the combined impact of company and brand impact, product and service delivery, and value-to-price ratio accounted for just 47% of customer loyalty to a particular company.

What? 47%? That can’t be right. Surely people remain loyal to a company’s products mostly because they like the products, right? Wrong.

The remaining 53%? That was directly attributed to the “sales experience.”

Click here to read the entire article >>

Dealer Management•Dealer/GM News•Digital Dealer•Fixed Operations News•Lead Management & CRM•Leadership•Pre-Owned Sales & Marketing Strategies•Sales & Marketing•Sales Management

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