Achieve Viral Customer Enthusiasm with This New Strategy
Posted on February 27, 2012 at 12:47 PM EST
PR Log - Feb 27, 2012 - The price of gasoline is passing $4.00 per gallon on its way to $5.00. Businesses large and small flood investor news and sales reports with associated excuses on poor sales. Meanwhile, everyone also notices a peculiar phenomenon. High-tech, high-priced, brand-name gadgets vanish from store shelves. Subscription based services increase in one sector after another. Individual consumers and businesses continue to buy what they really want.
"The dynamic is increasingly evident. Decision makers at every level are giving orders to obtain what they want. Cut costs on basic necessities but deliver exactly the services and products I want!", states Robert Casper.
The overall approach is not new. Professional sales trainers have stressed benefit selling for decades. Benefit selling focuses on the analysis and satisfaction of customer needs. In many cases, these needs were essential items. A person may need to get rid of back pain. A company may need to save time and money. Keeping the customer in mind strengthens the sales pitch and increases the likelihood of the sale. That approach worked right up to the point where a competitor presented a different product that promised to meet the same set of needs for a lower price or in less time.
“The Four Quadrants of Want” provides the means for a revolutionary new strategy to identify and satisfy desires. Robert Casper clarifies that desires are not simply a nihilistic list of frivolous features. Desires are emotionally powerful and valid. People desire active, fun, and rewarding lives. Businesses desire effective organizations and greater profits. People – individual consumers and organizational leaders – want positive and enriching benefits. The objective of the strategy is viral customer enthusiasm.
RCents published The Four Quadrants of Want: Achieve Viral Customer Enthusiasm in every major electronic book format in February 2012. It is not a long book. It is a dense plan providing strategic ends, ways, and means for any company. Casper smiles as he mentions "Naval doctrine on planning prescribes 'a good plan or order is judged on its usefulness, not its weight.' "
To meet the objective of achieving viral customer enthusiasm, the strategy establishes four quadrants: Demand, Presence, Fame, and Buzz. The Fame quadrant stands out notably among the four. Fame is the level of celebrity status for each employee who has the potential to interact with customers. "The Four Quadrants of Want: Achieve Viral Customer Enthusiasm" encourages companies to showcase their people by name. Professional sales representatives and telephone receptionists provide greater benefit to the company if they are highly regarded by the customer. The higher the regard, the stronger the client-customer relationship. The method aims to build powerful interpersonal relationships.
Pound for pound, "The Four Quadrants of Want: Achieve Viral Customer Enthusiasm" can provide the greatest change desperately needed by many companies. More precisely, Robert Casper delivers a great strategy he knows everyone should want.
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RCents LLC is a customer public relations firm specializing in strategy development and execution, staff development, and coaching for businesses. RCents focuses on efficient practices that synergize the latest online technologies with interpersonal dynamics.
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