Sales Moves by Jeffrey Gitomer 10-29

What’s your proactive marketing approach to loyalty?

Content

Dear Jeffrey, I am a huge fan. I recently had a WOW experience that completely coincides with your philosophy on customer loyalty versus satisfaction. Today, I received the following email from Amazon:

Dear Jeffrey, I am a huge fan. I recently had a WOW experience that completely coincides with your philosophy on customer loyalty versus satisfaction. Today, I received the following email from Amazon:

Content

Hello, We noticed that you experienced poor video playback while watching the following rental on Amazon Video On Demand: The Hunger Games. We're sorry for the inconvenience and have issued you a refund for the following amount: $3.99. While Amazon Video On Demand transactions are typically not refundable, we are happy to make an exception in this case. This refund should be processed within the next 2 to 3 business days and will appear on your next billing statement for the same credit card used to purchase this item.

Hello, We noticed that you experienced poor video playback while watching the following rental on Amazon Video On Demand: The Hunger Games. We're sorry for the inconvenience and have issued you a refund for the following amount: $3.99. While Amazon Video On Demand transactions are typically not refundable, we are happy to make an exception in this case. This refund should be processed within the next 2 to 3 business days and will appear on your next billing statement for the same credit card used to purchase this item.

Content

This is amazing to me for a few reasons. Yes, I did notice that my movie was buffering more than usual and, yes, it was annoying. However, it was nothing more than a minor frustration. I didn't complain. I didn't complete a survey or give any feedback about this experience. Truthfully, until I received this email, I hadn't given it a second thought.

This is amazing to me for a few reasons. Yes, I did notice that my movie was buffering more than usual and, yes, it was annoying. However, it was nothing more than a minor frustration. I didn't complain. I didn't complete a survey or give any feedback about this experience. Truthfully, until I received this email, I hadn't given it a second thought.

Content

When I got this email, it stopped me in my tracks. THEY NOTICED. They noticed that this particular experience was below their normal standards. But what's more important, THEY NOTICED WITHOUT ME TELLING THEM.

When I got this email, it stopped me in my tracks. THEY NOTICED. They noticed that this particular experience was below their normal standards. But what's more important, THEY NOTICED WITHOUT ME TELLING THEM.

Content

Good companies would refund my money if I complained. Of course they would, that is expected. I never have had a company refund my money without being prompted. Never. And this, this was a surprise.

Good companies would refund my money if I complained. Of course they would, that is expected. I never have had a company refund my money without being prompted. Never. And this, this was a surprise. 

Content

Would I have used them again even if they did not refund my money? Yes, often. So what's the difference? I wouldn't have REFERRED them. I received this email today at 2:18pm. Since then, I have told all my coworkers I came in contact with, posted this on my Facebook wall, and now am writing you.

Would I have used them again even if they did not refund my money? Yes, often. So what's the difference? I wouldn't have REFERRED them. I received this email today at 2:18pm. Since then, I have told all my coworkers I came in contact with, posted this on my Facebook wall, and now am writing you. 

Content

A__mazon lost four dollars today, but they gained a customer for life! It was so impressive, I had to share. Make it a great day, Candace

A__mazon lost four dollars today, but they gained a customer for life! It was so impressive, I had to share. Make it a great day, Candace

Content

Brilliant, eh? Proactive, memorable service.

Brilliant, eh? Proactive, memorable service.

Content

Amazon is monitoring the quality of their streaming bandwidth and can identify quality issues. Then, they DO SOMETHING ABOUT IT. No waste of time and money “survey,” no phony empty apology, just a good, old fashioned admission of guilt, and a proactive refund for poor performance.

Amazon is monitoring the quality of their streaming bandwidth and can identify quality issues. Then, they DO SOMETHING ABOUT IT. No waste of time and money “survey,” no phony empty apology, just a good, old fashioned admission of guilt, and a proactive refund for poor performance.

Content

My bet is Amazon has given thousands of these, and the same customer response has happened with every one of them. What a strategy! Let’s make sure the customer experience was great, or let’s give them a refund.

My bet is Amazon has given thousands of these, and the same customer response has happened with every one of them. What a strategy! Let’s make sure the customer experience was great, or let’s give them a refund.

Content

Simple. Powerful. Profitable. Give up $4.00 to earn thousands. I wonder who thought that one up? Certainly not their advertising agency.

Simple. Powerful. Profitable. Give up $4.00 to earn thousands. I wonder who thought that one up? Certainly not their advertising agency. 

Content

Look at the elements of business and sales as a result of Amazon’s action, and customer reaction: a huge wow, several social postings, more social proof, an amazing testimonial, customer loyalty, and pass along value that cannot be measured on any ROI scale. Amazon’s actions breed return on proactive, memorable service – the WOW factor, social response, and customer word of mouth. It’s WAY beyond “priceless” – in the long term, it’s worth a fortune.

Look at the elements of business and sales as a result of Amazon’s action, and customer reaction: a huge wow, several social postings, more social proof, an amazing testimonial, customer loyalty, and pass along value that cannot be measured on any ROI scale. Amazon’s actions breed return on proactive, memorable service – the WOW factor, social response, and customer word of mouth. It’s WAY beyond “priceless” – in the long term, it’s worth a fortune.

Content

HERE’S YOUR LESSON: You can invest in some marketing program to reach new people – or you can invest in giving your existing customers the best service possible, and let THEM find new people for you.

HERE’S YOUR LESSON: You can invest in some marketing program to reach new people – or you can invest in giving your existing customers the best service possible, and let THEM find new people for you.

Content

PREDICTION: I’ll bet the investment in existing customer experience is one-tenth the cost of any marketing program. In fact, I doubt this type of outreach is even on a marketing team’s mindset. They’re still in the Stone Age measuring “ROI.”

PREDICTION: I’ll bet the investment in existing customer experience is one-tenth the cost of any marketing program. In fact, I doubt this type of outreach is even on a marketing team’s mindset. They’re still in the Stone Age measuring “ROI.”

Content

Amazon has lead the Internet all the way with vision and tenacity. Quality and value. Ease of doing business, buy with one click. Suggestive buying and published reviews. Not just price, delivery.

Amazon has lead the Internet all the way with vision and tenacity. Quality and value. Ease of doing business, buy with one click. Suggestive buying and published reviews. Not just price, delivery.

Content

And now add to that list: proactive WOW interaction. They dominate because they differentiate. They dominate because they innovate. They don’t study the market – they create it (like Apple). Most marketing studies are a CYA act of companies afraid to make mistakes, let alone be bold.

And now add to that list: proactive WOW interaction. They dominate because they differentiate. They dominate because they innovate. They don’t study the market – they create it (like Apple). Most marketing studies are a CYA act of companies afraid to make mistakes, let alone be bold.

Content

Take this lesson to heart – and take it to your customers. If you come up with something creatively compelling, you can also take it to the bank!

Take this lesson to heart – and take it to your customers. If you come up with something creatively compelling, you can also take it to the bank!

Content

Jeffrey Gitomer is the author of The Sales Bible , Customer Satisfaction is Worthless Customer Loyalty is Priceless , The Little Red Book of Selling , The Little Red Book of Sales Answers , The Little Black Book of Connections , The Little Gold Book of YES! Attitude , The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com , will lead you to more information about training, seminars, and webinars - or email him personally at [email protected] .

Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training, seminars, and webinars - or email him personally at [email protected].

Content

Content

© 2012 All Rights Reserved. Don’t even think about reproducing this document

© 2012 All Rights Reserved. Don’t even think about reproducing this document

Content

without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112