9. Nurturing Customers

Excite and encourage customers to market

for you and help “word of mouth”

references

1. Record a customer testimonial video2. Leverage them at speaking events3. Engage them to build an ROI calculator4. Induct them into an advisory council5. Aim to be a “trusted advisor” to client

Document their current situation Specify their end goal post the project Mention key metrics they measured

to determine success

Host customer networking event at your office

Propose their name for conference speaking engagements

Build a case study presentation they can deliver internally to their management

2 types of Return on Investment exists◦Tangible (saves time and money) Reduced costs from eliminated resources Increased revenues from new

opportunities

◦Intangible (saves effort) Increased customer satisfaction Higher employee engagement

1. Candor (authentic)2. Competence (knowledge)3. Concern (empathy)

9. Nurturing Customers