Category: Customer acquisition
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Smart customer service for lawn mowers
Smart customer service for lawnmowers – this is how MelbAi chat worksWhat would it sound like if you could ask directly on a website which lawnmower is right for your yard – and get an answer right away? No forms, no waiting. Just a simple conversation on the screen, where you get a recommendation directly from Kubota's selection. This is exactly what the MelbAi chat service, developed by Melba Digital, offers. It is a smart but easy-to-use solution where the customer can write questions…
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Customer experience drives strategy
Customer experience leads strategy Customer experience is one of the most important factors that influence a company's success. Customers who are satisfied with their experience are more likely to be loyal customers who recommend the company's services to others. Companies that are able to provide the best customer experience are better positioned to succeed. Do you know what is really important to your customers? Measuring customer experience is a vital part of customer management, customer understanding and customer experience development. By measuring the customer experience, the company…
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Customer story: measuring the customer experience and delivery process
From customer experience to concrete help for management Our customer BE Group Oy is a long-term and reliable operator in the field of stainless steel and aluminum trade and production services. The company's offering includes warehouse sales, production services and direct deliveries, mainly for the steel and metal product needs of customers in the construction and industrial sectors. BE Group has its Finnish headquarters in Lahti, in addition to which the company has several offices and sales offices around the country. BE Group is…
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Let me tell you about us, Melba Digial
What kind of company is Melba Digital Melba Digital Oy focuses on the development of customer management software. We are a service-oriented partner and thus part of our customers' marketing and sales. We do for them e.g. email marketing, we look for new customers and measure their customer experiences. Our software production is focused on producing the things mentioned above and talentizing information. We also develop software for the special needs of our customers, so we can always offer the necessary functions in different...
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The customer base is churning like concrete in a mill
The role of CRM in customer acquisition Losing a customer base is quite a risk. After researching hundreds of companies' need for new customers, one can even say that it looks worrying. I hope to see the hunger for new customers. Hungry for new customers, from which new revenue grows and, above all, security for the probability that the departure of old customers is a fact for every company.CRM is the most critical tool for customer acquisition. It helps to find new…
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The irreplaceable value of the customer register
The irreplaceable value of the customer register Introductory words In this blog I discuss the b2b customer register and its essence. I'm trying to answer the question of what a good customer register is like and what it consists of. I also take a stand on what kind of information is useful for each user. However, many people want to create new business with the help of a customer register - whether it's new customers or old acquaintances. People on two floors and three dimensions The customer register does not only consist of...
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New industry takeovers with lead acquisition
Mateko Oy and JCB conquering the industry Mateko Oy markets JCB machines in Finland - wheel loaders, reachers, forklifts and earthmoving machines. "We are best known in the earth construction and property maintenance segments, where JCB has long been a major supplier. More than every other backhoe loader in the world is delivered by JCB," says Vice President Kimmo Saartoala from Mateko.
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A self-found customer is the most valuable success for sellers
Everyone needs new customers, and when you find them yourself, it brings you the best satisfaction. You can learn a lot and look for similar companies to the ones you already have as customers, learn more about their business and improve your success. You will achieve success more easily than by jumping here and there. Every company and seller needs new customers to increase turnover. The old customer base gets lost very easily, even though it should...
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Active customer service led to surprising results
Jämerä Kivitalot invested in supporting experts Jämerä Kivitalot's web pages are visited by tens of thousands of visitors every year. "Our target group is future builders of their own house. They are thirsty for information and active well before the start of construction. Most of them are building their first house. We want to serve them the whole time they are planning their own project", says Jari, CEO of Jämerä Kivitalot Oy...
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Clearing the registry in the spirit of GDPR
Clearing the register in the spirit of the GDPR Strength from the Data Protection Regulation (GDPR) – blog about clearing the marketing register. A good marketing register is an absolute prerequisite for outbound marketing and sales. In order for it to correspond to the spirit of the Data Protection Regulation, it is worth remembering a few basic things. It is worth reading the regulation through, even if you have to do it several times, it is such a boring and difficult text. The worst mistake is to rely on hearsay about the interpretations of the Data Protection regulation. The majority understand it perfectly…
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Blog series about the marketing register – Part 1
What am I talking about when I talk about the marketing register. The marketing register is conceptually different from the customer register. In colloquial language, these things do get mixed up, and there's nothing wrong with that. Each in a way. However, the marketing register is often a broader entity. It should answer the question - which are the companies to which we want to market our own products? These companies should be in your marketing register. Buying customers, or customers for short, are part of…
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Where will the next new customer come from?
Where will the next new customer come from? The joy of searching and finding. Almost every month the sale starts with an empty table. All cases that could be closed by the end of the previous month were also closed. It was the following month's account after all. It leads to always feeling a bit orphaned at the beginning of the next month. Sales start again with an almost empty table. Sellers are used to living in a shorter time window than others...
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A blog about customers in the sales area
Blog about customers covering the sales area My sales area is already fully equipped! Every sales manager has often heard the claim that the sales area is already fully equipped. Hand to heart, have you seriously explored the street areas? Without effective tools, it is impossible to know your entire sales area. In own crm, the perspective is narrowed and does not cover market knowledge. It focuses on already known customers and a handful of prospects. The market is constantly changing, new companies...
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Comfortable and effective lead acquisition
Pleasant and successful lead acquisition - Case Jämerä Kivitalot Oy At the beginning of the collaboration, CEO Jari Malkamäki defined the most important goal of the collaboration as ensuring the quality of customer service. Jari wanted the customers who were in contact with Jämerä to receive service as quickly as possible and be able to progress in promoting their own business. It has been established that families planning to build need a lot of information and expert help. However, most of them are first time…
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Deserved praise
Well-deserved praise I just received well-deserved praise for our target group expertise. Of course, I can also praise us for our straightforward and very tactical email marketing. Namely, I was just analyzing the success of our campaigns implemented over two years. The scientificity of the analysis to the extent that certain things were constant: The target group was Melba Asiakaspankki in both years, which is maintained with the help of Suomen Asiakastieto Oy's register. The register was always updated before sending the campaign. The content of the campaign...
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Sales have become interesting again
Sales have started to be interesting again What a day of joy! Sales have started to be interesting again. In the middle of all the misery that Korona serves us in large portions, sales are rising to a new boom. New salespeople are hired and new markets are conquered. Sales has started to become interesting again. Whatever the motive may be for the fact that there is clearly more investment in sales now than ever before, this means growth and well-being. Both of them are repeated when...
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Focus on customer growth – case Lapp Automaatio Oy
Focus on customer growth - Case Lapp Automaatio Oy Lapp Automaatio is Finland's leading sales and expert company of automation and electrical components for machine building and process industry. The company's customers can be roughly divided into two main segments: direct sales customers and distribution channel customers. The most important function of the distribution channel is to serve customers locally and to ensure that the availability of products and know-how is ensured close to the customer. "Direct sales customers are both...
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A blog about growing customer base
Increasing customer base It is a common belief that selling to existing customers is ten times easier than to new ones. If growth is sought, however, the customer's growth opportunities must be identified. Many, many times I have been in a situation where I hear the claim that this client's potential has been cut to the bone. However, it may be that only the self-evident part of the customer's potential is realized. By self-evident I mean...
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To email marketing or not - one perspective on the debate
"Send me more information about your product and I'll get back to you." Everyone who works in sales has heard that request from a customer. And almost everyone is of the opinion that this is your case, so why bother. Instead, we tease and explain that the customer's request is a way to get rid of you. Keep your jack, many people think. Someone might remember where this jack analogy comes from.…
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A leak in the sales pipeline
The marketing register is the cornerstone of B2B sales. I divide marketing registers into two main categories: Registers that only contain people who have given marketing permission. Registers that contain the desired target groups and key personnel. In both cases, regular maintenance of the register is a requirement that must be met. Your own marketing register must be carefully nurtured and loved in order to reap its benefits. In this blog, I will focus on the registry, which is built with my own…
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Bloodless competition
Which would you rather face, bloodless or brutal price competition? The surest way to face raw competition in the construction industry is to wait for the moment when the need for a construction company is just around the corner. It's the moment when the construction company has won the contract bid and it's time to choose the materials, services and subcontractors for the project. Then they are targeted by the hardest offer, where the winner is announced too often based on price. All…
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Remote meetings became the memory of Turma
Remote meetings test the memory - fortunately, CRM helps. I just had a good meeting with him, an hour's conversation about his company's needs, a good demo (in my opinion) and a mutual promise to keep in touch. Maybe even an expression of willingness to cooperate. Still, I don't remember. I check the notes I wrote on CRM - without it I'd be lost! What if I find my enemy, which I always keep next to me when I meet my clients remotely. Would there be…
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Your products will not be torn from your hands
Remotely like so many others. In fact, we already gave up the office 2 ½ years ago. Now we also had to give up face-to-face meetings temporarily. The ears are red from the pressure of the headphones and the rear is numb due to the thin filling of the heirloom stool. But there is more time, there is time to sell - so it is time to sell. I've met three to five customers in a remote demo every day. Mostly they…
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Five prospects – one deal
Every BtoB seller recognizes the positive effect of steady sales and its opposite, back-to-the-wall selling. When considering steady sales, one of the most important factors – before the salesperson's personal skills or the quality of the product being sold – is a sufficient number of prospect customers. Every company has its own sales pipeline, where both the stages and their length vary. When a new contract or a new customer emerges from the other end of the sales pipeline,...