What do you think?
Rate this book
The Must-Have Customer: 7 Steps to Winning the Customer You Haven't Got
For almost forty years, Robert Gordman has been a successful business leader and consultant. In The Must-Have Customer, Gordman shares the same insights and strategies he has used to help dozens of companies---companies whose sales range from $10 million to $80 billion---achieve sustained, profitable growth.
The Must-Have Customer will show you how to keep your best customers (the ones who got you where you are today) and how to identify, attract, and forge long-lasting relationships with the customers you don't have---the ones who will take your company to the next level. Each chapter contains powerful questions and a process for asking them that will enable you to drive sales and increase profits year after year.
The Must-Have Customer describes how to assess your company's position in the marketplace and carve out a defensible "sweet spot" against your competitors. You'll find out how to recognize your must-have customers' rules for doing business and why some of your satisfied customers are former customers waiting to happen. You'll also learn how to identify your must-have employees and how they can improve the way you do business with your must-have customers. You'll learn how to create a ready-to-go strategic plan, and how to increase sales and profits by improving the effectiveness of your company's advertising.
The Must-Have Customer will show you how to keep your best customers (the ones who got you where you are today) and how to identify, attract, and forge long-lasting relationships with the customers you don't have---the ones who will take your company to the next level. Each chapter contains powerful questions and a process for asking them that will enable you to drive sales and increase profits year after year.
The Must-Have Customer describes how to assess your company's position in the marketplace and carve out a defensible "sweet spot" against your competitors. You'll find out how to recognize your must-have customers' rules for doing business and why some of your satisfied customers are former customers waiting to happen. You'll also learn how to identify your must-have employees and how they can improve the way you do business with your must-have customers. You'll learn how to create a ready-to-go strategic plan, and how to increase sales and profits by improving the effectiveness of your company's advertising.
320 pages, Hardcover
First published April 18, 2006
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 3 of 3 reviews
June 30, 2012
"This a must read! Bought it back in 2006 and I am rereading my highlights for a project that I am working on for clients at Search Optimized Marketing. When I worked on similiar projects with some great ideas in this book I have had amazing results."
March 30, 2013
A should-read book on customer services for knowledge workers, managers, executives, and entrepreneurs.
August 15, 2016
Some useful points, to be sure, but a lot of excess telling the reader why you need the book.
Displaying 1 - 3 of 3 reviews