terça-feira, julho 31, 2007

Planos de Relacionamento, em vez de Planos de Vendas

Depois deste postal sobre consultores de compras, em vez de vendedores, foi com um sorriso que hoje encontrei este postal recente de David Maister "Fat Smoker Principles: Build Relationship Plans Not Sales Plans", onde se pode ler:

"A relationship plan is what it says it is: a set of activitites designed to build and deepen an asset - the relationship. The theory is that, where there is a strong asset - a strong relationship bond - there WILL BE a (greater) stream of revenues in the future. But to get there, you must focus on activities which are not designed to generate sales, but to earn and deserve the relationship.
A relationship plan, to be effective, is all, about figuring out what you could do FOR this client (unpaid) to invest in the relationship, in order to predispose the client to use you more frequently (and for more interesting things) in the future."

2 comentários:

aranha disse...

E assim, está tudo dito!!

P.S.: já enviei mail com datas para jantar... :)

CCz disse...

Caro aranha,

These one is for you

http://blog.sethgodin.silkware.com/Now-on-the-comic-page.5341.entry