Martha Rogers

Martha Rogers's Posts

• Maximizing return on customer

  by Martha Rogers

  While maximizing your return on customer (ROC) sounds like a purely financial goal, the fact is it requires a customer-oriented perspective.

• Customer lifestyle changes can translate into new business

  by Martha Rogers

  If you can learn about what is happening in your past customers' lives ó their “lifestyle changes” ó you can anticipate what services they will need from you in the future. Lifestyle changes are all the occurrences that mark shifts in life, such as getting married, buying or selling a house, getting a new job or a major promotion, or any circumstances that make the household larger or smaller.

• by Martha Rogers

  To grow your business, you can expand your client base, but why not also make money by seeking more business from existing clients? You'd save on selling costs and would have fewer discussions about pricing because the clients already have done business with you.