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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Robert Bloom's book: "The New Experts: Win Today's Newly Empowered Customers at Their 4 Decisive Moments".
This complete summary of the ideas from Robert Bloom's book "The New Experts" presents the four key customer contact moments: first contact, transaction, continued use of the product and advocacy (repeat customers). In his book, the author explains very specific ways that businesses can enhance customer encounters. This summary provides readers with an important reminder that the customer is always the most important person in any transaction.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your knowledge
To learn more, read "The New Experts" and find out how to enhance the experience of every customer transaction you make.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 36
Veröffentlichungsjahr: 2014
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Book PresentationThe New Experts by Robert Bloom
Book Abstract
About the Author
Important Note About This Ebook
Summary of The New Experts (Robert Bloom)
Book PresentationThe New Experts by Robert Bloom
Book Abstract
MAIN IDEA
Today’s buyers have become the “new experts” in every line of business. They have become very well informed and assertive – thanks to the Internet which provides enormous choice in all segments of commerce. Buyers have taken complete control of the entire purchase process. To succeed, you have to learn how to think like a customer and make your business their first choice.
You have only four chances to make your business first choice in the buyer’s eyes. Those chances arise at the four decisive and critical customer moments:
The key to success and ultimate growth in today’s business environment is to make your business the customer’s first choice at each of these decisive customer moments. Achieve that and you will grow. Fail to do so and you will not.
“Your solution to the revolution in buyer behavior – to your need for profitable growth – is to think like a buyer at your 4 Decisive Customer Moments. At each of your Decisive Customer Moments, you can influence your prospective customers when they are most vulnerable and impulsive – you can motivate them to choose you over your competitors. At each of your Decisive Customer Moments, you can consider your prospective customer’s perspective – you can think like a buyer – and do what is necessary to fulfill their wants, needs, and aspirations and to allay their apprehensions, concerns and fears. At each of these crucial moments, you can make your business first choice. To create profitable growth, you must be able to think like a buyer and deliver the benefits your buyers want at the 4 Decisive Customer Moments.”
– Robert Bloom
About the Author
ROBERT BLOOM is the founder and principal at his own management consulting firm, Bloom Consulting Group. He was previously U.S. chairman and CEO of Publis Worldwide, a global marketing services company. Robert Bloom is widely acknowledged as an authority on business growth. He helped craft the growth strategies of companies and brands such as BMW, L’Oreal, Nestle, TGI Friday’s, Zales and Whirlpool. He also assisted in the launch of several brands including Southwest Airlines, T-Mobile US and Nestle Juicy-Juice. Mr. Bloom is the author of The Inside Advantage.
The Web site for this book is atwww.TheNewExperts.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of The New Experts (Robert Bloom)
Concept: The revolution in buyer behavior
Buyers today no longer care who they buy from. They expect their favorite search engines will be able to connect them instantaneously to dozens of sellers who have similar stuff to sell. To survive in this kind of environment, you’ve got to stop thinking like a seller and start thinking like a buyer. You’ve got to do the things which will make your business the customer’s first choice especially at the four decisive customer moments.
Back in the good old days, sellers used to be in control of the purchase transaction. Buyers assumed the sellers were the experts in their field and knew what they needed better than they did themselves. Today, this dynamic has reversed. In every industry you can imagine, technology has empowered buyers so much they are now in the driver’s seat. They have become confident if you won’t give them the deal they’re after, they will be able to find another vendor who will simply by using a search engine.
This is not to say you can’t still win customers. They still have the same underlying wants, needs and aspirations. They still want the benefits you can provide them. All you have to do to succeed is reverse your thinking. Instead of thinking and acting like a seller, learn how to think like a buyer. This will be more than coming up with trite and tired phrases like:
“We are dedicated to serving you.”“We will beat everyone’s prices.”
