ABSTRACT
Customers are looking for organizations that will help them, over the long term, to improve their journey. “Leveraging” customers involves building upon the successes one have with a customer who has received considerable value and delight and is willing to talk about it. There is no more powerful lead generator than word of mouth; a person from one company speaks to a person in a similar role within another company. A fantastic approach to leveraging people was developed by Boyd Rose, a high-performance salesman. Boyd exudes humility and always focuses on achieving value-adding outcomes and improvements for customers. The difference with the approach Boyd took was the personal, open structure to the communication. Keeping track of and in contact with these people is the key to sustaining these trusted partnership relationships and is surprisingly easy to implement using CRM packages and programs like LinkedIn.
