From its inception, the BizConnector/Lead Follow-Up vision has promoted two-way communication with prospects and customers. This is in stark contrast to the one way communication paradigm manifested in mass emailers, and is exemplified by the ‘Insert a Question’ feature in Lead Follow-Up which makes it easy to get customer feedback.
Let’s assume for a moment that two-way communication is the preferred approach. Well, of course there are risks, but I am not the first to submit that this – interaction – is a cornerstone of the trust between business and customers that is a requirement for sustainability.
But here’s something else to consider – as posed by Gary Lemke, publisher of CRM Advocate:
‘Any strategy which posits a holistic view of the customer and attempts to co-develop value with these same customers must have in place a methodology for unfettered two-way communication…. …too many companies take a transactional, cash-register approach…‘.
In other words, a ‘holistic view of the customer’ is a precursor to (unfettered) two-way communication, and this is antithetical to a ‘transactional’ approach.
It seems that industry trends are well on their way towards ‘one view of the customer’, although there is plenty to be done before this can be considered an established practice.
What do you think? Do you regard this as a no-brainer? What obstacles do you consider are in the way to this ideal?
Here’s to new beginnings!