Winning the customer : turn consumers into fans and get them to spend more

Winning the customer turn consumers into fans and get them to spend more

Build Customer Relationships and Win Big Revenue! “Unbreakable relationships are crucial to success in business. Lou Imbriano captures what it takes to forge the kind of deep credibility that encourages consumers and clients to trust you with their hard-earned dollars. If you want to deepen your cus...

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Detalles Bibliográficos
Autor Corporativo: Books24x7, Inc (-)
Otros Autores: Imbriano, Lou, author (author), King, Elizabeth (Sara Elizabeth), author
Formato: Libro electrónico
Idioma:Inglés
Publicado: New York : McGraw-Hill [2012]
Edición:1st edition
Materias:
Creative ability in business.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628405806719
Tabla de Contenidos:
  • Cover
  • Contents
  • Acknowledgments
  • Introduction
  • P★rt 1 The Marketing Playbook: Marketing Operations are Your Foundation
  • Chapter 1 Transactional Versus Relationship Marketing Model
  • Designing a Business Operations Model Built for Revenue
  • Management: Reinforcing and Defining Roles
  • Creating Connection Across Departments: Custodians of the Brand
  • Chapter 2 Consumer Affinity: Making Fans of Your Customers
  • Creating Fans
  • The Rings of Fan Avidity
  • Promotions that Move People Through the Rings
  • Promotions for Different Ps
  • Final Thoughts
  • Chapter 3 Building Revenue-Generating Extensions
  • The Three-Tier Customer Model
  • Initial Efforts: How Building a New Stadium Revolutionized our Marketing
  • Revenue-Generating Extensions
  • Making it Your Own
  • Final Thoughts
  • P★rt 2 Relationship Architecture: Building Remarkable Business Relationships
  • Chapter 4 Delivers
  • D: Dedication
  • E: Energy
  • L: Loyalty
  • I: Invest
  • V: Vision
  • E: Engage and Entertain
  • R: Responsibility
  • S: Sacrifice
  • Relationship Architecture Is A Discipline
  • Chapter 5 The Ten Commandments of Relationship Building
  • The Art of the Icebreaker
  • The Ten Commandments of Organizing a Business Relationship
  • Chapter 6 Creating Memorable Moments
  • Memorable Moments
  • The Bow
  • Groups: Exponentially Magnified Relationships
  • Your Network, not Your Net Worth
  • P★rt 3 The Revenue Game: Converting Relationships into Revenue
  • Chapter 7 Build, Don'T Sell
  • Stop Selling
  • Forgoing the Short-Term Sale
  • Always Be Creating
  • Seven Deadly Sins of Sales and Marketing
  • Chapter 8 Revenue Generation: The New Business Funnel
  • The Nine Steps of the New Business Funnel
  • Creating and Generating
  • Chapter 9 Don'T Spike The Ball on the Five-Yard Line
  • The Five Factors of Drive
  • Sometimes You Just Have to Suck it up.
  • Giving Up Is Not Part of the Plan
  • Don't be a Doormat
  • When The Dust Settles: The Tasmanian Devil Effect
  • There's a Price for Everything
  • Afterword
  • Index.

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