A recent Corporate Executive Board (CEB) survey found that 53 percent of B2B customer loyalty is driven by the sales experience. If you wait to win customer loyalty through service post-sale, you are already falling behind while more forward-thinking advisors are setting themselves apart with first impressions.
The CEB—as well as Matthew Dixon and Brent Adamson, authors of The Challenger Sale—argue that this shift in customer loyalty was brought about by the growth of service culture. At one point, service was a powerful differentiator, but now everyone is offering great service. In fact, customers expect great service to be a given, a non-factor when it comes to making a purchase.
In your case, as an advisor, this means rethinking the way you expand your business, gain experience and reputation within your space. To achieve growth in competitive markets with top tier prospects requires a growth mindset. New opportunities are just beyond your comfort zone, and you embrace that. Even if it’s uncomfortable, you invest in building your sales pipeline, creating a stream of new prospects.
In our free white paper, we talk about:
Differentiating yourself with your sales and new business development approach.
Best practices for building a B2B pipeline that generates leads and referrals.
How your sales approach should evolve as you use appointment setting to connect with high-value prospects.
Case studies for how the growth mindset led to explosive growth for our clients.
Key steps for creating the same growth in your business.
In the meantime, if you want to take 10 minutes to chat about your business and your goals, we are happy to share our perspective with you. Reach out to me directly at 412-291-6685 or John@ThePTServicesGroup.com.
Sincerely,
John Pojeta
Vice President of Business Development
The PT Services Group
About John
John Pojeta is Vice President of Business Development at the PT Services Group, where he initiates and manages strategic, corporate-level relationships. Previously, he owned and operated an Ameriprise Financial Services franchise for 16 years.
John Pojeta is Vice President of Business Development at the