If your organization and sales professionals are looking to gain more sales from current customers and preventing happy customers from jumping to the competition, then the Circular Revenue Generation Model (CRG) is for you.
Developed by VisioneersPartner to change the way marketing and sales professionals view their relationships with customer. The CRG is the next evolution in the field of sales.
We start by moving away from the linear approach that companies have traditionally viewed as the process to bring a product to market
You can also watch the Video on the CRG-Model here:
This approach is outdated for two reasons. First it focuses on the product and not the customer’s buying process. Second, it views the life cycle of a product and a sale with a beginning and an end.
In the Circular Revenue Generating Model, the only “straight line” is when you lose a customer through some form of disruption. However, this is less likely to happen in the CRG model.
The first step in creating the CRG model is to place the customer’s buying process at the heart of the model. Your product is there to satisfy the customer’s needs, wants and desires. Your organization benefits when you do this with more revenue. No customer, no revenue.
Once a customer has purchased your product and honors you with their loyalty, a Loyalty Loop and Relationship Loop is established. The Loyalty Loop is clear – a loyal customer who repeats their purchases.
This is where the idea of the CRG starts to change your marketing and sales professionals’ communications with customers. Sales Professionals learn through the CRG that they can expand the circular relationship – by keeping the customer at the center of their focus. By making the circle bigger (making the pie bigger), sales professionals are able to cross-sell additional products to the same customer.
But why not make the circle bigger yet?
The CRG model then expands one more time. Your sales professionals become Trusted Advisors who gain access to the long-term goals and strategies of their customers. When this happens, you have all but shut out the competition and more importantly; you begin working with customers for their future needs.
A customer who co-develops what they need in the future is not going to go outside this enhanced relationship and evaluate competitor products. They are simply going to replace the “old” product with the newly co-developed one.
At this point, the customer becomes an Advocate, creating social word of mouth for you.
Your benefits are many: lower product development costs; lower marketing costs; lower initial sales costs; lower customer support costs because you co-developed the product.
All leading to your organization benefiting with increased customer and employee satisfaction, increased market share and improved financial results.
The Circular Revenue Generation Model is right for almost every organization. B2B or B2C – you will benefit by adopting the CRG Model.
To begin the journey contact VisioneersPartner today!
by Eric Schranz