I’ve split this chapter into two sections. Firstly, to finish the buyer framework, some thoughts on the value of building loyalty. Secondly, and perhaps more lucratively, how to use the buyer framework to generate new revenue streams within existing clients.
SECTION 1: BUILDING LOYALTY BY MARKETING TO EXISTING CLIENTS
You have good reason to want to keep competitors out – your client was hard won, and you want to drive value for them by making sure they have the best experience of your company. Helping them explain the benefits of working with you to the rest of their business when under scrutiny in the first few months of delivery, ...
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