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... single-premium Juvenile policy which offers a nominal death benefit, together with options to buy larger amounts at standard rates as the child enters young adulthood. This can be useful if the young adult should become uninsurable or heavily rateable due to occupation, medical history, or other factors. Prospects can be found in volume in nursery or school accounts, private bus companies which serve schools, children's clothing stores and shoe stores, toy stores, fast food restaurants, and other places frequented by youngsters and their parents. You might consider having printed items distributed through such outlets; some carriers offer handsome promotional items aimed at the juvenile market. Your Commercial accounts' payroll-deduction plans could also offer a menu of children's products. And every producer's briefcase could carry a simple Accident-only brochure for ad-lib use, even in Personal ... by a single-premium Juvenile policy which offers a nominal death benefit, together with options to buy larger amounts at standard rates as the child enters young adulthood. This can be useful if the young adult should become uninsurable or heavily rateable due to occupation, medical history, or other factors. Prospects can be found in volume in nursery or school accounts, private bus companies which serve schools, children's clothing stores and shoe stores, toy stores, fast food restaurants, and other places frequented by youngsters and their parents. You might consider having printed items distributed through such outlets; some carriers offer handsome promotional items aimed at the juvenile market. Your Commercial accounts' payroll-deduction plans could also offer a menu of children's products. And every producer's briefcase could carry a simple Accident-only brochure for ad-lib use, even ...

...ls, children's clothing stores and shoe stores, toy stores, fast food restaurants, and other pl...

...ack with a new shirt, sweater, and shoes? Or how about the everyday shopper wh...mally buy similar products (i.e. in a store, on the Web, door-to-door)? Wh...

... network. Who can you refer? E is for exhibit. Show off what you do. Do it well, and you'll attract the attention of those who are already interested. A is for analogy. Use stories to quickly grab your prospects' attention. When you tell someone a story or use an analogy to describe what you do, it causes your customers to put themselves in someone else's shoes. M is for .. we'll get to that later. P is for poll. Engage your clients by using simple polls that ask questions about existing services or to find out what their future requirements might be. Think of ways that you can use questionnaires and polls online and offline to grab attention. I is for information. Providing valuable information is a great way to grab someone's attention ... customers becomes more complicated as the markets become overcrowded. Every seller looks the same. Buyers are confused by too many similar choices from too many similar vendors. Patricia Berry tells you how to get them to pick you out of the crowd. Marketing noise — it's everywhere, and it's loud! It's the telemarketing reps calling us with a free trial and the pushy salesperson crowding us in the retail store. It's the TV stations that fill our favorite shows with fast-talking images and product pitches. It's the radio jingles we sing along to as we're told about the limited-time offers that will solve all our problems. The noise is getting worse online. I got nearly120 e-mails today, and more than half of them were urging me to buy something I wasn't looking for, or don't need or want ...

...heir customers, to step into their shoes so that they could iron out problemat... data and systems. Systems gather and store huge amounts of customer data to a...

...o put themselves in someone else’s shoes. M is for ... we’ll get to that later...

...ing a large, unpolished stone in a shoe box being used to prop open a door. Th...ems in the collection apparently were stored in a bank vault, where they remai...

...en learn and listen. Step into the shoes of the customer. Don't meet expectati...

... service. If quality is job 1, build it right the first time. If it doesn't work, fix or replace the product without argument. The customer was willing to pay for quality in the cost of the product. If service is the customer's primary expectation, build on relationships. Spend time on dialogue. Ask questions. Listen and learn; then learn and listen. Step into the shoes of the customer. Don't meet expectations: exceed them! To quote Stephen Covey, "begin with the end in mind." The end in a service-driven relationship is a satisfied customer. Focus on the need — not the product. Weave an assortment of products, commodities, and services into a positive buying experience. Meet the customer where they are, don't look to the procedures manual ... Eacute;E : CREATING A CUSTOMER FOCUSED OPERATION Let's start with positives: Not all customer service is bad. There are examples of great customer service. The best in my experience include Miss Billie at the teller line, Rose fitting my glasses, and Larry introducing you to the next suit I'm going to buy. These folks are the best at what they do. When you walk into their stores they don't greet you; they celebrate your arrival. At the moment of eye contact, you'll feel that you're the only customer they have. They don't know about you and your demographics; they know you. They'll spend the appropriate time with you, uninterrupted by the phone, engaging in conversation (relationship building and market research) . Their interest is first in you, your wants, ...