"Relationship Building"
Picking up new contracts is tough. Management companies and property owners are doing everything they can to do retain tenants and cut down on expenses. This often leads to a decrease in contracted services. It's no secret that fostering good relationships with your customers will give you an advantage in retaining contractors. But how much time and which customers do you focus on?
This is an interesting dilemma, when solved, may yield to increased revenues. The truth is, you can't afford to neglect any customer, but there may be some advantages in spending the most time on the right customer. As small business owners, your time is limited. Who do you visit, speak on the phone with, or give those coveted sports tickets to? Who is the right customer? Malcolm Gladwell, in his popular book, "The Tipping Point" (Little Brown 2000) described people he referred to as "mavens". Mavens are people that disproportionately influence other members of a network. They are passionate, gather information, and are usually on the leading edge of trends. He also suggested that these mavens work well in collaboration with connectors. Connectors are people who have wide social networks. Hopefully, you can see where I am going with this. It may sound like I want you to figure out what's going to be the big hit at the Spring Fashion show. But in business, finding the correct, informative, and socially-adept customer could lead you in the right direction of increased sales.
Ask yourself, who are the customers that may influence others in their respective circles, either through their knowledge or their unique personality to connect? We probably all know someone who is passionate about something and when they talk about their interests, they draw-in their audience. I know we are talking about picking up trash, but identifying the customers that are passionate about their jobs, and by correlation how well you perform yours, may have a negative or positive impact on your business. Recognizing these customers, their uniqueness, then focusing on cultivating your relationship, can payoff with increased revenue and referrals.
Every business has these customers. Identifying the right customers, and then allocating resources to reach them, will payoff for years to come. You may even find the ultimate combo...a maven - connector.
Tracy Day, President
| NPE West Show | |
 Please join us at the NPE West Show, December 4-5th, in Las Vegas,NV. Stop by our booth (#237) and check out our all new NH Raptor. If you like what you see, take it for a spin around the parking lot, to see how it performs. There are industry workshops, round tables, and networking opportunities throughout the show. We have complimentary show passes available. Give us a call at 800.448.9364 if you're interested in attending. | |
| Maintenance Minute - Protect Your Investment | |
| Winter Tips for Your Fleet  As the winter weather approaches, preventative maintenance for your fleet can be a major concern. Although maintenance between dual and single-engine sweepers may vary, maintenance on the chassis will prevent future untimely costs. These few tips will increase efficiency, saving you time and money. Winter Maintenance Tips
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