9.

Nurturing Customers

Excite and encourage

customers to market
for you and help
word of mouth
references

1.
2.
3.
4.
5.

testimonial video
Leverage them at speaking events
Engage them to build an ROI calculator
Induct them into an advisory council
Aim to be a trusted advisor to client
Record a customer

current situation
Specify their end goal post the project
Mention key metrics they measured

Document their

to determine success

customer networking
event at your office
Propose their name for conference
speaking engagements
Build a case study
presentation they can deliver

Host

internally to their management

2 types of Return on Investment exists

Tangible (saves time and money)
Reduced costs from eliminated resources
Increased revenues from new
opportunities
Intangible (saves effort)
Increased customer satisfaction
Higher employee engagement

1.
2.
3.

Candor (authentic)
Competence (knowledge)
Concern (empathy)

9. Nurturing Customers