This week Dr. Allen Weiss talks about Value-Added Relationships in this recording from the MarketingProfs Business-to-Business Marketing Forum , June 2008 in Boston.
Direct Link to File
Show length 55:00
From the conference notes:
Most companies believe they should be building long term relationships
with all their customers. They call these Value-Added relationships,
and they indeed can be valuable. However, in this presentation you’ll
learn that not every customer wants a long-term relationship. The
ideas that will be presented are most relevant to those who deal with
other companies (agencies, suppliers, business buyers), but there are
insights into consumers as well.
In particular, you will learn:
* What a "value-added’ relationship means
* How to identify customers who want a "value-added’ relationship
* What strategies should be used with customers amenable to long and
short-term relationships
* How to nurture a cus...
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