How do you develop closer relationships with your prospects and customers? How much are those relationships worth to you? or to them? and how do you know? I delivered this presentation to the American Marketing Association's Virtual Exchange on May 24, 2012.

1. Improve Y our
Relationships -
Starting Today!
Jeff Weinberger
www.dsthree.com
© Jeff Weinberger & DS3 Consulting

2. Marketing's Responsibility
Developing and managing relationships
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3. This story is fiction. Any similarity to
real-life characters or events is purely
coincidental.
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4. Engage W and How
hen
Targets Want
They tell us - we need to learn to hear it
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5. courtesy of touchpointdashboard.com
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6. www.dsthree.com
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7. Stop Shouting - Let Them
Talk
Look closely at specific actions - no
matter how small.
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8. Stop Shouting - Let Them
Talk
Look closely at specific actions - no
matter how small.
Profile based on action patterns
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9. Stop Shouting - Let Them
Talk
Look closely at specific actions - no
matter how small.
Profile based on action patterns
Use your data & learn what
question(s) to ask
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10. Transformation
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11. Transformation
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12. Finding the Value
Revenue
Disruption Potential Share of Wallet
Reference Loyalty
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13. Engaging Effectively
Learn the customer triggers
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14. Engaging Effectively
Learn the customer triggers
Design your communications around target-
defined actions, and Listen. Hard.
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15. Engaging Effectively
Learn the customer triggers
Design your communications around target-
defined actions, and Listen. Hard.
Keep doing this after the sale! Repeat/on-
going business and referals depend on it!
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16. Engaging Effectively
Learn the customer triggers
Design your communications around target-
defined actions, and Listen. Hard.
Keep doing this after the sale! Repeat/on-
going business and referals depend on it!
Build stronger, lasting relationships immune to
competitors
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17. W W
hat e’ve Learned
1) Engage in a two-way relationship -
how and when the customer is ready
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18. W W
hat e’ve Learned
1) Engage in a two-way relationship -
how and when the customer is ready
2) Deliver what your customer needs -
when and how they need it.
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19. W W
hat e’ve Learned
3) Focus on building the relationship -
from their perspective.
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20. W W
hat e’ve Learned
3) Focus on building the relationship -
from their perspective.
4) Engaging at the point targets want to
engage will lead more customers to your
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21. Start today.
Make your marketing more
effective.
Thank you!
@jweinberger
www.dsthree.com21