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If you’re like most companies, when you hear the phrase Centers of Influence, you automatically think of lawyers, accountants or insurance agents. However, this is a very narrow definition of the word Center of Influence or COI. Today’s keeping company focused companies, like buying a tendency to expand the definition of centers of influence and begin to think of all businesses and business owners as a center of effects. However, even if you expand the definition in your mind how you go about capture, and taking advantage of the impact of the centers? Three key tips will help keep more customers utilizing existing centers of influence.
This is not what you know, it is one who knows
One of the biggest blunders that companies undertake to assume that only accountants, lawyers, insurance agents can serve as centers of influence. The logic of the intention to bravely, but almost mistaken for its implementation. Conventional thinking goes this line, arguing that as lawyers, accountants and insurance agents working on many individual customers they serve, of course, due to a large customer base effect good centers. However, it ignores the fact that the owners, teachers, police officers, and almost every other person in the world can serve as the center of influence. So, if you want to really take advantage of the centers of influence, do not focus narrowly accountants, attorneys, insurance agents, to expand the definition. In other words, look at your friends and existing clients as centers of influence in the world. This may be the preacher who is a ward on the country of origin or the business owner, who is involved in the chamber.
Looking at the Man in the Mirror
Never forget that you too, can be a The center’s influence. More than likely that you coach baseball team belongs clubs, regularly plays golf on the local golf club, etc. Because of these opportunities to interact with other business people, it actually becomes a center of influence. Never forget that the owner of the company, sales and marketing or sales professional, to play, to make sure that customers are exposed within their own network. Therefore, if there will be a center of influence. In addition, although it should never be used to lavishly, never forget that we have a responsibility to clients to help them grow their business.
Utilizing Instrument
Finally, do not overlook the fact that existing customers can be centers of influences others in the customer base. This means that some customers may serve as centers of influence in some other customers. This requires that showed within your network and help some customers to grow their businesses in some other customers and employees of the network. Obviously, this can be a difficult operation. However, if you make sure not to haphazardly trying to mix oil and water, the results of clients benefiting from working with each other and they will get more loyalty because it treats customers as an influential member within the community or business environment.
Too often, in the middle of the expression is used to describe a very narrow range of people, industries and positions. Expanding the definition can help customers and grow your business and yourself stronger and more profitable. You can use it yourself, other centers of influence, or some customers to help keep more customers.
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Source by Matt Cotner